Director, Buyer Growth Partnerships & Referral

The role

This role builds the partnerships engine to bring qualified software buyers to G2, Capterra, GetApp, and Software Advice. You will design and operate a portfolio of referral, affiliate, and media channel programs.

What you will do

• Own referral pillar OKRs including buyer traffic and attributed revenue
• Define the partnership portfolio and prioritization framework
• Identify and develop a diversified portfolio of partnership types
• Source, evaluate, and structure commercial deals and models
• Negotiate and manage partnership agreements end-to-end
• Build operating infrastructure for managing partnerships at scale
• Drive scalable onboarding and enablement resources for integration partners
• Work cross-functionally with Product and Engineering
• Establish referral dashboards and reporting cadences
• Use data to optimize incentive structures and prioritize investment

Required 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
• Experience structuring commission models and negotiating rate cards
• Marketing fluency including operating inside a marketing P&L and understanding CPA/LTV math
• Experience negotiating partnership agreements ranging from rate-card media deals to multi-year strategic commitments
• Ability to be credible with partner PMs, CROs, GPs, or community founders
• Technical curiosity regarding what integrations require
• Data-driven operator capable of defining metrics and building dashboards
• High agency

Nice to have

• Experience with affiliate networks at scale (Impact.com, PartnerStack, CJ, Awin)
• Experience with cloud marketplace partnerships (AWS, Azure, GCP, Salesforce)
• Experience with B2B media buying / publisher ecosystems
• Experience designing partnerships that build sustainable, repeatable value
• Background in software marketplaces, review sites, or buyer-discovery platforms
• Familiarity with G2's category and buyer journey
• Exposure to AI-mediated search and emerging buyer-discovery surfaces
• PE-backed or multi-brand company experience

About the company

G2 is the world's largest and most trusted software marketplace. It has joined forces with Capterra, SoftwareAdvice, and GetApp to create a large source of online data and software insights.