Channel Partnerships Manager (Investor Ecosystems (VC & PE))

Join Gusto as a Channel Partnerships Manager, where you'll own and scale relationships with venture capital (VC) and private equity (PE) firms. This role is at the intersection of partnerships, investing, and go-to-market strategy. You'll define Gusto's VC & PE partnership strategy, build repeatable partnership motions, and represent Gusto externally in the VC & PE ecosystem.

• Own and scale Gusto's relationships across venture capital (VC) and private equity (PE) firms, focusing on building high-leverage, programmatic ecosystem partnerships.
• Define and maintain a clear partner portfolio, including which partners warrant 1:1 investment versus scaled engagement, and build repeatable, programmatic partnership motions.
• Track and evaluate ecosystem impact across metrics such as ARR, pipeline influence, and founder reach, and represent Gusto externally as a credible, recognized voice in the VC & PE ecosystem.
• 4+ years of experience with the venture capital and private equity ecosystem, including founders, operators, and investors
• 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
• 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”
• 10+ years of experience in partnerships, ecosystem development, venture or growth programs, or adjacent roles, with a track record of function-level impact
• Experience evaluating partnership impact beyond direct revenue attribution
• Background in program design, portfolio engagement, or platform partnerships