Channel Partnerships Manager
Own and scale Gusto's VC & PE investor ecosystem partnerships through programmatic motions, portfolio programs, and cross-functional strategy. Requires 10+ years in partnerships or venture programs with deep ecosystem familiarity.
About the job
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).
Skills
Partnerships, Ecosystem Development, Venture Capital, Private Equity, Program Design, Portfolio Management, Cross-Functional Collaboration, Go-to-Market Strategy, Thought Leadership, Metrics Tracking
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