Channel Partnerships Manager, Investor Ecosystems (VC & PE)

Gusto is hiring a Channel Partnerships Manager to own and scale its relationships with venture capital and private equity firms. The role sits between partnerships, investing, and go-to-market strategy, and the person in it is accountable for results across the function. It is for someone who has worked inside or closely with the VC and PE ecosystem and can build repeatable programs rather than manage a long list of one-off relationships.

About Gusto

Gusto handles payroll, health insurance, 401(k)s, and HR for small businesses so owners can focus on their craft and their customers. The company supports more than 500,000 small businesses nationwide, with teams in Denver, San Francisco, and New York. All full-time employees receive competitive base pay, benefits, and equity (RSUs); offer amounts are determined by role, level, and location.

AI is a fundamental part of how work gets done at Gusto. All team members are expected to engage with AI tools relevant to their role and grow their fluency as the technology evolves. AI experience requirements vary by role and are assessed during the interview process.

About the team

The Channel Partnerships function sits within Gusto's broader Partnerships organization. It works cross-functionally to extend Gusto's reach through trusted partners while keeping motions sustainable over time. The 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 outcomes.

What you will do

• Own Gusto's VC and 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, and marketplace or platform integrations
• Serve as the Tier 1 point of contact for a core group of high-impact ecosystem partners
• Work 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 voice in the VC and PE ecosystem, and provide thought leadership to internal teams and external partners

What they are looking for

• 5+ years of experience in partnerships, ecosystem development, venture or growth programs, or adjacent roles, with a track record of function-level impact
• 3+ 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

Pay

Cash compensation is $153,000 to $195,000 USD for the Denver, Phoenix, and Atlanta metro areas; $180,815 to $230,000 USD for San Francisco and New York; and $146,940 to $185,000 CAD for Toronto. Final offer amounts depend on factors including candidate location, experience, and expertise, and may vary from the amounts listed.

Location and office expectations

This role is listed for Atlanta, Denver, New York, and San Francisco on a hybrid basis, and Toronto as remote. Gusto has physical office spaces in Denver, San Francisco, and New York City. Employees based in those locations are expected to work from the office on designated days approximately 2-3 days per week, or more depending on role. The San Francisco office expectations cover both the San Francisco and San Jose metro areas.

When approved to work from a location other than a Gusto office, a secure, reliable, and consistent internet connection is required, including on non-office days for hybrid employees. Gusto expects regular and predictable attendance so employees stay connected to their team, customers, and stakeholders in real time.

About the title

Gusto does not use titles as a signal of rank or hierarchy. Titles describe the craft and the scope of ownership, which is why the title on this posting may look different from what you would expect based on the scope and seniority of the role, and from how similar roles are titled elsewhere. A recruiter can help translate how the role compares to your current title or level.

Equal opportunity

Gusto hires people from a wide variety of backgrounds and is an equal opportunity employer. The company does not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other applicable legally protected characteristic. Gusto considers qualified applicants with criminal histories, consistent with applicable federal, state, and local law, and provides reasonable accommodations for qualified individuals with disabilities and disabled veterans in its application procedures.