Director, Buyer Growth Partnerships – Referral

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🔥 0 minutes ago

🇺🇸 United States – Remote

💵 $243k - $300k / year

⏰ Full Time

🔴 Lead

💰 Account Manager

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G2

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2012

🤝 B2B

☁️ SaaS

🏪 Marketplace

B2B • SaaS • Marketplace

G2 is a business software review platform that provides insights to potential buyers through over 2. 5 million real user reviews. The platform covers a wide range of software categories including project management, video conferencing, e-commerce platforms, CRM, AI chatbots, and many more. G2 empowers businesses to discover and compare software options to make informed purchasing decisions. It serves as a resource for marketers, sales professionals, IT and finance departments to optimize their software investments. Additionally, G2 offers solutions for software vendors to enhance their profiles and reach more buyers.

📋 Description

• 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

• 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

• flexible work • ample parental leave • unlimited PTO