[Hiring] Director, Buyer Growth Partnerships & Referral @G2

Role Description

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. This is a hybrid business development and growth marketing role spanning product-led partnerships, affiliate and media channel programs, and emerging buyer-discovery surfaces.

• 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.
• Source, evaluate, and structure deals across a range of commercial models.
• Negotiate and manage partnership agreements end-to-end.
• Build the operating infrastructure to manage partnerships at scale.
• Drive scalable onboarding and enablement resources for integration partners.
• Work cross-functionally with Product and Engineering to support partner development.
• Establish the referral dashboard in partnership with Insights & Planning.
• Establish reporting cadences for affiliate and ecosystem partnership performance.
• Use data to identify top-performing partners and optimize incentive structures.
• Partner closely with Performance Marketing, AEO/SEO, Lifecycle, and Buyer Product leaders.
• Stay ahead of market trends in affiliate marketing and ecosystem-led growth.
• Room to build and lead a team, scaling as programs mature.

Qualifications

• 8+ years in growth, partnerships, marketing, or business development at a B2B SaaS, marketplace, or media company.
• 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.
• Marketing fluency: operated inside a marketing P&L, understand CPA/LTV math.
• Commercial instincts: negotiated partnership agreements ranging from rate-card media deals to multi-year strategic commitments.
• Range across audiences: credible with a partner PM and with a CRO, GP, or community founder.
• Technically curious — understand what integrations actually require.
• Data-driven operator: define metrics, build dashboards, and let them redirect investment.
• High agency: write playbooks, pressure-test them, and adapt as needed.

Requirements

• Experience with affiliate networks at scale (Impact.com, PartnerStack, CJ, Awin).
• Experience designing partnerships that build sustainable, repeatable value for partners.
• Background in software marketplaces, review sites, or buyer-discovery platforms.
• Exposure to AI-mediated search and emerging buyer-discovery surfaces.
• PE-backed or multi-brand company experience; comfortable operating across multiple brand P&Ls.

Benefits

• Inclusive and diverse environment where people of every background can thrive.
• Support for DEI and philanthropic work through programs like G2 Gives.