Channel Partnerships Manager (Investor Ecosystems, Vc & Pe)

Gusto is looking for a VC & PE Partnerships Manager to own and scale our relationships across venture capital (VC) and private equity (PE) firmsThis role sits at the intersection of partnerships, investing, and go-to-market strategyYou’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 functionRather than managing a broad set of one-off relationships, this role focuses on building high-leverage, programmatic ecosystem partnerships that consistently show up early in a founder’s journeyYou’ll partner closely with teams across various Partnerships teams, Marketing, Events, and Sales to define the right portfolio, engagement model, and success metrics for this motionThe Channel Partnerships function sits within Gusto’s broader Partnerships organizationWe work cross-functionally to extend Gusto’s reach through trusted partners, while ensuring our motions scale sustainably over timeThis team acts as a connective layer between the startup ecosystem and Gusto’s go-to-market engine - balancing long-term relationship building with clear ownership, guardrails, and outcomesOwn Gusto’s VC & PE partnership strategy end to end, accountable for results across the functionDefine and maintain a clear partner portfolio, including which partners warrant 1:1 investment versus scaled engagementBuild 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 partnersCollaborate closely with Partner Marketing and Events to design scalable programs and moments of engagementPartner with Recruit and other internal teams to align on net-new partner sourcing over timeTrack and evaluate ecosystem impact across metrics such as ARR, pipeline influence, and founder reachRepresent Gusto externally as a credible, recognized voice in the VC & PE ecosystem, and provide thought leadership to internal teams and external partnersBenefits
Gender-affirming care and supportFamily care and support, including family planning and fertility benefitsA variety of mental health resourcesMedical, dental, and vision insurance for employees and dependentsFree meals and refreshments at the office (conversation and community is an added bonus!)Paid vacation, sick time, bereavement, and holidays, paid leaves, sabbatical, and moreRequirements
When approved to work from a location other than a Gusto office, a secure, reliable, and consistent internet connection is required. This includes non-office days for hybrid employeesAbility to translate ambiguous inputs into clear strategy and execution plansStrong judgment around where to invest time and where to say “not now”Comfort working cross-functionally and influencing without direct authorityExperience evaluating partnership impact beyond direct revenue attributionBackground in program design, portfolio engagement, or platform partnershipsProven ability to independently lead complex, cross-functional partnership initiatives that balance relationship depth with scalabilityExperience working at or closely with a VC or PE firm, high-growth company, or ecosystem platform5+ years of experience in partnerships, ecosystem development, venture or growth programs, or adjacent roles, with a track record of function-level impact3+ years of experience with the venture capital and private equity ecosystem, including founders, operators, and investors
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