Channel Partnerships Manager
Own and scale Gusto’s VC & PE partnership strategy, building programmatic ecosystem programs and serving as the primary contact for high-impact investor partners. Requires 10+ years in partnerships or venture programs with deep VC/PE familiarity.
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 & Benefits
- Competitive base pay, benefits, and equity (RSUs)
- Cash compensation: $185,000–$200,000 USD (Denver, Phoenix, Atlanta, Chicago metro areas); $215,000–$235,000 USD (San Francisco & New York); $170–$190 CAD (Toronto)
- Hybrid work model: 2–3 days per week in office for employees in Denver, San Francisco, and New York City (or more depending on role)
Senior Financial Partnerships Manager - Lending
Own and evolve Mercury’s portfolio of strategic lending partners supporting banking infrastructure and charter ambitions. Drive partner selection, due diligence, contract negotiation, and cross-functional coordination with Legal, Compliance, Product, and Engineering.
Partner Program Lead
Builds and scales Harvey's partner ecosystem infrastructure, designing global partner programs, managing enablement/certification, and driving measurable partner outcomes across technology, consulting, and channel relationships.
Manager, Technology Alliance Partners
Manage and scale Okta’s technology partner ecosystem, driving integrations, joint GTM, and revenue with emerging tech partners. Requires 7+ years of partner/alliance experience and comfort with AI/automation tools.
Senior Channel Partner Manager
Own co-sell execution, partner activation, and executive relationships across Ramp's strategic technology partnerships (AWS, Microsoft, Google, Oracle). Drive pipeline, marketplace attach rates, and joint GTM initiatives with sales, marketing, and product teams.