Partner Growth Manager

About Rundoo

Our mission is to empower independent supply stores with best-in-class technology. Think of your local hardware store or mom-and-pop nursery—these are our clients. From paint to lumber to flooring, over 200,000 such stores across the country sell over $1T of building materials annually using outdated, on-premises systems. We’re aiming to help them modernize so that they can continue to thrive.

Backed by leading investors including Bessemer and CRV, we've raised $18M across three rounds and are growing quickly. Our team is made up of builders, sellers, and industry veterans with a shared goal: to bring modern technology to an overlooked industry.

About The Role

The role is based in Redwood City, with regular travel to co-op markets, partner events, and stores across the country. Marketing's job at Rundoo is to create the conditions for more deals to come through, and partnerships is one of our highest-leverage ways to do it. Our buyers already trust their co-ops and manufacturers: Benjamin Moore, AllPro, Emery Jensen, House Hasson, Blish-Mize, Orgill, Florida Hardware, LBM Advantage, and more. Partner referrals convert at a very high rate, and our goal is to shift the majority of new qualified leads (MQLs) to marketing-, partner-, and inbound-sourced, the inverse of where we are today. That engine runs through you.

• 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.
  • 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

• We care more about whether you can grow partner-sourced pipeline than about a title history. The ideal candidate builds the collateral, works the relationships, and owns a referral number rather than waiting to be handed a plan.
• 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
• Valuable Experience 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
• 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
• Using AI tools to draft collateral, partner outreach, and enablement material at speed

Bonus points

• 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
• Using AI tools to draft collateral, partner outreach, and enablement material at speed

Interview Process

• Intro Call (20 mins) - Meet a recruiter to learn more about each other
• Round 1 (take home, paid) - Build a partner plan: pick one co-op or manufacturer, propose the co-marketing and referral motion, design the AE-enablement view you'd give the sales team, and define the partner-sourced pipeline number you'd own
• Round 2 (onsite) - Review your take-home and walk the hiring team through your decisions and assumptions
• Final Call (15 mins, remote) - Conversation with our CEO

Compensation

• Base Salary: $140,000
• On-Target Earnings: $160,000
• Variable structure: the on-target variable is tied to partner-sourced pipeline you create through campaigns and partner reps.
• Equity package: 5,322

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

About The Team

• Titus, Head of Marketing: (Owns strategy, domain expertise, and orchestration of the partnerships triangle.) Over a 15+ year career, I've been the first GTM/Marketing hire at five startups, embedding with founding teams to find product-market fit before the company spends money scaling. I build Marketing & GTM functions from scratch, ship code, close deals, and design the systems that turn early traction into repeatable revenue. Love to 🏂 and 🏍️. Claude 🤖 certified. Amrit, Data Science: (Owns the enrichment, data, and attribution plumbing) Studied CS & English at Cornell; Data Scientist at Enigma; Public Interest Technology Fellow at the New York Public Library. Enjoys mending, maintenance & buying junk on eBay. Addy, Marketing Specialist, Events & Conferences (Owns the shows where many of our partners meet us)
• Matt (Head of Sales), Royce (AE Manager), Derek (SDR Manager): the front line you enable; the SDR team owns converting the leads you and the partners create into SQLs
• How the marketing pod divides: the Head of Marketing sets strategy and orchestrates; you own the partner and co-op channel and its relationships, the Events & Conferences Specialist owns the conferences and regional events, and Data Science builds the enrichment, data, and attribution that all of it runs on. Marketing creates the conditions and generates MQLs; the SDR team converts them to SQLs.
• Marketing creates the conditions and generates MQLs; the SDR team converts them to SQLs.

About Our Founders

• Andrew (CTO): studied computer science & humanities at Stanford; worked as a software engineer and head of engineering at Apple & Anova; danced with the SF ballet (where he met his wife)! 🩰 Nick (CEO): studied math & computer science at Stanford; worked as a trader at Bridgewater & Citadel and as a PM at Google & Enigma; distantly related to the founder of the Hershey company 🍫

How the marketing pod divides

• The Head of Marketing sets strategy and orchestrates; you own the partner and co-op channel and its relationships, the Events & Conferences Specialist owns the conferences and regional events, and Data Science builds the enrichment, data, and attribution that all of it runs on. Marketing creates the conditions and generates MQLs; the SDR team converts them to SQLs.

How we've fundraised

• We've raised $18m across three rounds: A $2m pre-seed led by Kent Bennett at Bessemer with participation from Plug & Play, Quiet Capital, and Sequoia. A $5m seed led by Caitlin Bolnick Rellas at CRV. An $11m series A led again by Bessemer and CRV.