Channel Partnerships Manager, Investor Ecosystems – VC & PE

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

• 10+ years of experience in partnerships, ecosystem development, venture or growth programs, or adjacent roles
• 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

• Strong Judgment
• Influencing Without Authority
• Strategic Execution