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Director, Buyer Growth Partnerships – Referral
G2Director of Buyer Growth Partnerships & Referral at G2 driving partnerships engine for software buyers. Building and managing partnership portfolios across diverse ecosystems for increased traffic and revenue.
Tech Stack
Tools & technologiesCloud
About the role
Key responsibilities & impact- Own the referral pillar's OKRs — buyer traffic, qualified traffic share, referral-attributed revenue, and source diversification — across all four brands.
- Define the partnership portfolio: which motions matter, at what depth, and how they differ by brand.
- Build a prioritization framework balancing quick wins (vendor badges, podcasts, review sites) against strategic bets (cloud marketplaces, VC/PE portfolio programs, AI buyer-discovery surfaces).
- Identify, prioritize, and develop a diversified portfolio of partnership types that will drive Buyer traffic or users — spanning ecosystem and channel partners, affiliate and media partners, content and community partners, distributed product-led referral channels, and emerging buyer-discovery surfaces.
- Source, evaluate, and structure deals across a range of commercial models — including rate-card and CPA media buys, affiliate commission and rev-share structures, strategic data and integration partnerships, and zero-cost product-led arrangements — selecting the right model for the partner and the motion.
- Negotiate and manage partnership agreements end-to-end, from initial sourcing through contracting, launch, performance management, and renewal or wind-down.
- Build the operating infrastructure to manage partnerships at scale — partner platforms, tracking and attribution, onboarding workflows, and a self-serve layer for the long tail.
- Drive scalable onboarding and enablement resources for integration partners, including technical documentation, sandbox environments, and integration guides.
- Work cross-functionally with Product and Engineering to support partner development and ensure smooth integration experiences.
- Establish the referral dashboard in partnership with Insights & Planning: traffic, revenue, GP by partner, partner-sourced pipeline.
- Establish reporting cadences for affiliate and ecosystem partnership performance across revenue, engagement, and growth metrics.
- Use data to identify top-performing partners, optimize incentive structures, and prioritize investment across ecosystem and affiliate programs.
- Partner closely with Performance Marketing, AEO/SEO, Lifecycle, and Buyer Product leaders — referral is a connective tissue role across the Buyer org.
- Stay ahead of market trends in affiliate marketing and ecosystem-led growth to continuously evolve G2's partnership approach.
- Room to build and lead a team, scaling as programs mature.
Requirements
What you’ll need- 8+ years in growth, partnerships, marketing, or business development at a B2B SaaS, marketplace, or media company — with at least 3 years carrying a revenue or traffic number.
- Track record of building a partnership, affiliate, or referral program from zero to material traffic/revenue contribution. You've structured commission models, negotiated rate cards, and made hard calls about which partners to fire.
- Marketing fluency: you've operated inside a marketing P&L, understand CPA/LTV math, and have made real media-buying decisions. Partnerships for you is a growth channel, not a corp dev function.
- Commercial instincts: you've negotiated partnership agreements ranging from rate-card media deals to multi-year strategic commitments, and you understand how to structure terms that age well.
- Range across audiences: credible with a partner PM and with a CRO, GP, or community founder; comfortable moving between affiliate platform operations, media-buying reviews, and executive partnership conversations.
- Technically curious — you don't write code, but you understand what integrations actually require and can hold your own with engineering teams on both sides of the table.
- Data-driven operator: you define metrics, build the dashboards, and let them redirect investment. Comfortable with attribution complexity without hiding behind it.
- High agency. You don't wait for a playbook — you write one, pressure-test it, and scrap it when it stops working.
Benefits
Comp & perks- flexible work
- ample parental leave
- unlimited PTO
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
partnership developmentaffiliate marketingreferral program managementnegotiationdata analysisperformance metricscommercial modelingmedia buyingtraffic attributionintegration management
Soft Skills
leadershipcross-functional collaborationstrategic thinkingcommunicationproblem-solvingadaptabilityhigh agencycuriosityinfluenceprioritization