Channel Partnerships Manager

Responsibilities

• Own Gusto’s VC & PE partnership strategy end to end, accountable for results across the function.
• Define and maintain a clear partner portfolio, including which partners warrant 1:1 investment versus scaled engagement.
• Build repeatable, programmatic partnership motions (e.g., portfolio company programs, founder and operator education, marketplace or platform integrations).
• Serve as the Tier 1 point of contact for a core group of high-impact ecosystem partners.
• Collaborate closely with Partner Marketing and Events to design scalable programs and moments of engagement.
• Partner with Recruit and other internal teams to align on net-new partner sourcing over time.
• Track and evaluate ecosystem impact across metrics such as ARR, pipeline influence, and founder reach.
• Represent Gusto externally as a credible, recognized voice in the VC & PE ecosystem, and provide thought leadership to internal teams and external partners.

Requirements

• 10+ years of experience in partnerships, ecosystem development, venture or growth programs, or adjacent roles, with a track record of function-level impact.
• Deep familiarity with the venture capital and private equity ecosystem, including founders, operators, and investors.
• Proven ability to independently lead complex, cross-functional partnership initiatives that balance relationship depth with scalability.
• Strong judgment around where to invest time and where to say “not now”.
• Comfort working cross-functionally and influencing without direct authority.
• Ability to translate ambiguous inputs into clear strategy and execution plans.
• Experience working at or closely with a VC or PE firm, high-growth company, or ecosystem platform.
• Background in program design, portfolio engagement, or platform partnerships.
• Experience evaluating partnership impact beyond direct revenue attribution.

Compensation

• Cash compensation: $185,000 to $200,000 USD for Denver, Phoenix, Atlanta, Chicago metro areas; $215,000 to $235,000 USD for San Francisco & New York; $170-$190 CAD for Toronto.
• Final offer amounts determined by candidate location, experience and expertise.
• All full-time employees receive competitive base pay, benefits, and equity (RSUs).