As Partner Growth Manager, you own the partner and co-op channel end to end: managing roughly twenty partner relationships, running the referral program, and executing co-marketing campaigns to drive partner-sourced pipeline. You will build collateral, run e-blasts and webinars, enable Account Executives with partner data, and own a growing partner-sourced sales pipeline number. This is a hands-on operator role reporting to the Head of Marketing, with the goal of shifting the majority of new qualified leads to marketing- and partner-sourced.

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
SMB or owner-operator customers, and ideally distributor / co-op / buying-group ecosystems, rather than enterprise targeting
Comfortable in a CRM (Salesforce): accounts, contacts, campaigns, and clean partner-to-pipeline reporting
Comfortable with spreadsheets, lists, and outreach tooling, and with partnering with a Marketing Engineer on the enrichment behind partner-rep data
Able to work from Redwood City and travel to co-op markets, partner events, and stores as needed

Nice to have

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