Responsibilities

• 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.