Director, Buyer Growth Partnerships & Referral

Location

Remote (US)

Employment Type

Full time

Department

Product R&D

Compensation

• Total Earnings (Base + Bonus): $243K -- $300K • Offers Bonus

At G2, we're committed to building an equitable and inclusive workplace for all. That's why our compensation program is rooted in market data, transparency, fairness, and individual performance.

Compensation in an offer is determined by factors such as the candidate's experience, relevant skills, and job-related knowledge.

We've built a company-wide framework to provide employees clarity on how compensation and success is measured at each level. This career framework supports our employees' professional growth and guides them to their PEAK.

We also support our employees by offering generous benefits, such as flexible work, ample parental leave, and unlimited PTO.

About G2 - The Company

G2 is the world's largest and most trusted software marketplace. When you join G2, you're joining the industry's leading team that helps businesses reach their peak potential by powering decisions and strategies with trusted insights from real software users.

Now, we have joined forces with Capterra, SoftwareAdvice, and GetApp to create the largest source of online data and software insights to fuel intelligent buying in the age of AI. With 200M combined annual visitors and 6M verified reviews, we are now the centralized place to enable software buyers to make better and faster decisions with confidence.

About G2 - Our People

At G2, everything we are and what we do is grounded in our PEAK values (Performance, Entrepreneurship, Authenticity, Kindness). Working at G2 means you are part of a value-driven, growing global community that climbs PEAKs together.

About The Role

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.

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 against strategic bets.

Partnership Portfolio Development & Management

• 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.

Team, Measurement, and Cross-Functional Leadership

• 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, optimize incentive structures, and prioritize investment.
• 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.

Minimum Qualifications

• 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.
• Marketing fluency: you've operated inside a marketing P&L, understand CPA/LTV math, and have made real media-buying decisions.
• Commercial instincts: you've 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 — you understand what integrations require and can hold your own with engineering teams.
• Data-driven operator: you define metrics, build the dashboards, and let them redirect investment.
• High agency. You don't wait for a playbook — you write one.

What Can Help Your Application Stand Out

• Experience with affiliate networks at scale (Impact.com, PartnerStack, CJ, Awin), cloud marketplace partnerships, or B2B media buying / publisher ecosystems.
• 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.

Our Commitment to Inclusivity and Diversity

At G2, we are committed to creating an inclusive and diverse environment where people of every background can thrive and feel welcome. We consider applicants without regard to race, color, creed, religion, national origin, genetic information, gender identity or expression, sexual orientation, pregnancy, age, or marital, veteran, or physical or mental disability status.