Partner Growth Manager
Own and grow partner/co-op referral and co-marketing channels end-to-end to drive the majority of qualified leads and partner-sourced pipeline/ARR at Rundoo. Build collateral, run campaigns, enable AEs with partner data/tools, and scale relationships across 20+ partners in building materials verticals. Requires 3+ years owning pipeline in partnerships or channel marketing.
About the job
What you'll do
- Own and grow the referral program, including quarterly incentive campaigns, standing rewards, conference incentives, and affiliate/content-referral tracks.
- Map and own the partner universe across ~20 partners in Paint, Hardware, Farm & Feed, Lawn & Garden, and Lumber verticals, tracking contacts, last touch, ARR generated, and opportunities.
- Build relationships at rep, marketing manager, and executive levels with partners.
- Turn partner spend into pipeline by negotiating rate cards, running case studies, referral promos, and special offers.
- Enable Account Executives by creating maps/tools with Data Science team and coaching partner reps on value-based selling.
- Run per-vertical partner campaigns (pre-show invites, social, ads, email blasts, post-show follow-up) tracked in the Campaigns DB.
- Own and expand partner-sourced sales pipeline and closed-won ARR metrics.
- Land credibility moments such as placing CEO/customers on partner podcasts and using announcements/case studies.
Requirements
- 3+ years in partner marketing, channel marketing, co-marketing, or partnerships/referral role where you owned pipeline.
- Experience standing up or scaling a referral or affiliate program.
- Experience building co-branded collateral and running joint campaigns (e-blasts, webinars, one-pagers, magazine placements).
- Hands-on with Salesforce (accounts, contacts, campaigns, tracking/attributing referrals).
- Experience working with a sales team to enable them with partner or account intelligence.
- Experience with SMB or owner-operator customers, ideally in distributor/co-op/buying-group ecosystems.
- Comfortable in a CRM (Salesforce), spreadsheets, lists, outreach tooling; able to partner with Marketing Engineer on data enrichment.
- Able to work from Redwood City and travel to co-op markets, partner events, and stores.
Nice-to-haves
- Familiarity with paint, hardware, building materials, farm and feed, lawn and garden industries and their co-ops/buying groups (e.g. Benjamin Moore, Orgill, NHPA).
- Experience negotiating rate cards, sponsorships, or media placements.
- Comfort using AI tools to draft collateral, outreach, and enablement material.
Skills
Salesforce, Partner Marketing, Channel Marketing, Referral Programs, Co-Marketing, CRM, Pipeline Management, Account Enablement
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