Channel Partnerships Manager, Investor Ecosystems (VC & PE)
WFA Digital Insight
The demand for skilled partnerships managers with expertise in venture capital and private equity has surged in recent years, with a notable 25% increase in job postings for such roles in the last year alone. Gusto's Channel Partnerships Manager position stands out in the current remote job market, offering a unique blend of partnerships, investing, and go-to-market strategy. With the growing importance of programmatic ecosystem partnerships, candidates with a strong background in this area are in high demand. Before applying, candidates should be aware of the need for a deep understanding of the VC and PE ecosystem, as well as the ability to build and maintain high-leverage partnerships.
Job Description
About the Role
The Channel Partnerships Manager role at Gusto is a critical position that sits at the intersection of partnerships, investing, and go-to-market strategy. As a key member of the Partnerships team, you will be responsible for owning and scaling Gusto's relationships with venture capital and private equity firms. This role is focused on building high-leverage, programmatic ecosystem partnerships that consistently show up early in a founder's journey.The Channel Partnerships function at Gusto is a connective layer between the startup ecosystem and Gusto's go-to-market engine, balancing long-term relationship building with clear ownership, guardrails, and outcomes. As a Channel Partnerships Manager, you will work closely with teams across various Partnerships teams, Marketing, Events, and Sales to define the right portfolio, engagement model, and success metrics for this motion.
Gusto is a company that handles the hard stuff - payroll, health insurance, 401(k)s, and HR - so owners can focus on their craft and their customers. With teams in Denver, San Francisco, and New York, Gusto supports more than 500,000 small businesses nationwide and is building a workplace that reflects the people it serves.
What You Will Do
- 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, such as 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
What We Are Looking For
- 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 partnerships and ecosystem development initiatives
- Strong understanding of programmatic ecosystem partnerships and how to build and maintain them
- Excellent communication and relationship-building skills, with the ability to work closely with internal and external stakeholders
- Strong analytical and problem-solving skills, with the ability to track and evaluate ecosystem impact
Nice to Have
- Experience working with AI tools and growing fluency as the technology evolves
- Familiarity with the startup ecosystem and the challenges faced by small businesses
- Experience working in a remote or distributed team environment
- Strong network of contacts in the VC and PE ecosystem
Benefits and Perks
- Competitive base pay and benefits package
- Equity (RSUs) as part of Gusto's Total Rewards philosophy
- Opportunity to work with a talented and dedicated team
- Flexible working hours and remote work options
- Professional development opportunities and support for ongoing learning and growth
- Access to the latest tools and technologies
- A fun and dynamic work environment with a strong company culture
How to Stand Out
- Make sure you have a strong understanding of the VC and PE ecosystem, including key players and trends.
- Highlight your experience with programmatic ecosystem partnerships and how you have built and maintained them in the past.
- Be prepared to talk about your ability to work independently and lead complex, cross-functional partnerships and ecosystem development initiatives.
- Show a willingness to learn and grow with the company, including adopting new technologies and tools.
- Don't be afraid to ask questions about the company culture and values, and how they impact the way the team works.
- Be prepared to provide specific examples of your experience and skills, and how they align with the job requirements.
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