Channel Partnerships Manager, Investor Ecosystems (VC & PE)

About the role

This role sits at the intersection of partnerships, investing, and go-to-market strategy. You’ll own how Gusto engages with the investor ecosystem in a way that is thoughtful, scalable, and aligned with long-term business priorities, and you’ll be accountable for the results of that motion across the function.

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
• 4+ years of experience 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

Qualifications

• Experience with program design, portfolio engagement, or platform partnerships
• Ability to translate ambiguous inputs into clear strategy and execution plans
• Experience evaluating partnership impact beyond direct revenue attribution

Skills

• Strong communication and collaboration skills
• Ability to manage multiple priorities and adapt to changing circumstances
• Experience with data analysis and evaluation of partnership impact

Benefits

Competitive base pay, benefits, and equity (RSUs) — because everyone who helps build Gusto should share in its success. Offer amounts are determined by role, level, and location.

Pay

$185,000 to $200,000 USD for Denver, Phoenix, Atlanta, Chicago metro areas and $215,000 to $235,000 USD for San Francisco & New York and $170-$190 CAD for Toronto. Final offer amounts are determined by multiple factors including candidate location, experience and expertise and may vary from the amounts listed above.

Schedule

Employees who are based in Gusto’s physical office spaces in Denver, San Francisco, and New York City will be expected to work from the office on designated days approximately 2-3 days per week (or more depending on role).