Responsibilities

• Own and grow the referral program. Run the quarterly incentive campaigns that keep partner reps sending us stores (a recent referral contest returned $7 for every $1 spent), the standing rewards ($50 per qualified meeting, $500 per sign), a conference-season booth-selfie incentive, and an affiliate / content-referral track that also earns Rundoo backlinks and AEO/SEO visibility.
• Map and own the partner universe. You will build and own relationships with roughly twenty partners across Paint, Hardware, Farm & Feed, Lawn & Garden, and Lumber. For each one, know the rep contacts, the marketing-manager contact, the exec contact, the last touch, the ARR it has generated, and what is still on the table.
• Build relationship with each partner. Rep level (referrals and enablement), marketing-manager level (rate cards, member e-blasts, mailers, magazines, and sponsored placements in their regular member communications), and, with leadership, the exec level.
• Turn partner spend into pipeline. Work with the Head of Marketing and Events Specialist to negotiate per-partner rate cards and marquee packages, and run case studies, referral promos, and special offers through them. The thesis: a serious commitment to a marquee partner should return multiple large deals.
• Enable Account Executives. With the Data Science team, turn partner-rep contact, territory, and coverage data into the maps tool AEs use (who covers which store, who's active, and the introduction path), and coach partner reps on value-based selling and pricing discipline so referrals arrive better-qualified.
• Run per-vertical partner campaigns. Pre-show invites, social announcements, ads, email blasts, and post-show follow-up, unified per partner in the Campaigns DB (a paint-partner campaign this month, a hardware-partner campaign next).
• Own a growing partner-sourced sales pipeline number. Expand the definition of a partner opportunity from your direct referrals to any partner channel-sourced opportunity, and move the north star to partner-sourced pipeline and closed-won ARR.
• Land the credibility moments. Get our CEO and customers onto the trade podcasts run by partners, and use announcements and case studies as a partner-facing credibility moment.

Requirements

• Partner operator - you build the collateral, run the co-op e-blasts and webinars, and work the relationships yourself
• Owns a partner-sourced number - you measure yourself on partner- and referral-sourced pipeline and ARR, not on partners "engaged"
• Enables the front line - you turn partner data into a tool AEs actually open and use, and you coach reps on how to talk about Rundoo
• Relationship builder across levels - you're comfortable with reps, with a co-op's marketing manager, and with an exec, and you know which conversation to have with whom
• Ship-and-iterate temperament - you'd rather ship a working referral motion for one co-op this month and expand it than design the perfect program for next quarter
• 3+ years in partner marketing, channel marketing, co-marketing, or a partnerships / referral role where you owned pipeline
• Standing up or scaling a referral or affiliate program
• Building co-branded collateral and running co-op or manufacturer joint campaigns (e-blasts, webinars, one-pagers, magazine placements)
• Hands-on with Salesforce: accounts, contacts, campaigns, and how referrals are tracked and attributed
• Working with a sales team to enable them with partner or account intelligence

Preferred

• Familiarity with paint, hardware, building materials, farm and feed, lawn and garden, or related industries and their co-ops and buying groups (Benjamin Moore, AllPro, Emery Jensen, House Hasson, Blish-Mize, Orgill, Florida Hardware, LBM Advantage, HDA / HDN, NHPA)
• Experience negotiating rate cards, sponsorships, or media placements with partners
• Comfort using AI tools to draft collateral, partner outreach, and enablement material at speed

Benefits

• Full medical, dental, and vision coverage (100% of premiums for you, 50% for dependents)
• 401k with Betterment
• Unlimited PTO with 10 company paid holidays
• Gym stipend
• Daily team lunches for those in office
• Learning materials and audiobook subscriptions
• Dog-friendly office