Director, Buyer Growth Partnerships & Referral

G2 is looking for a Director, Growth Partnerships & Referral to build the partnerships engine that brings qualified software buyers to G2, Capterra, GetApp, and Software Advice. As AI-mediated search reshapes how buyers research enterprise AI, agentic, and SaaS software, referral partnerships and affiliates become a critical opportunity of buyer acquisition alongside organic and paid channels.

This is a hybrid business development and growth marketing role spanning product-led partnerships, affiliate and media channel programs, and emerging buyer-discovery surfaces. This role's brief is to design and operate a portfolio that holds to that standard: repeatable, sustainable, mutually valuable, and measurably good for G2's traffic and revenue. The right candidate will be the strategic and operational owner who will design the program, launch it, and grow it into one of the top traffic sources across all four brands.

DETAILED RESPONSIBILITIES:

REFERRAL STRATEGY & OPERATING MODEL

- 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).

PARTNERSHIP PORTFOLIO DEVELOPMENT & MANAGEMENT

- 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.