Channel Partnerships Manager, Investor Ecosystems (VC & PE)

Gusto, Inc.•Toronto, ON

7h•$153,000 - $230,000•Hybrid

About The Position

Gusto is seeking a Channel Partnerships Manager to own and scale relationships with venture capital and private equity firms. The role sits at the intersection of partnerships, investing, and go-to-market strategy, and is accountable for building an effective investor ecosystem motion aligned with Gusto’s long-term business priorities. The focus is on high-leverage, programmatic ecosystem partnerships that engage early in a founder’s journey rather than a broad set of one-off relationships. The position works closely with teams across Partnerships, Marketing, Events, Sales, and other internal functions to define the partner portfolio, engagement model, and success measures. The Channel Partnerships function extends Gusto’s reach through trusted partners and connects the startup ecosystem to Gusto’s go-to-market engine, balancing long-term relationship building with clear ownership, guardrails, and outcomes.

Requirements

At least 5 years of experience in partnerships, ecosystem development, venture or growth programs, or adjacent roles, with a track record of function-level impact.
At least 3 years of experience with the venture capital and private equity ecosystem, including founders, operators, and investors.
Ability to independently lead complex, cross-functional partnership initiatives that balance relationship depth with scalability.
Strong judgment about where to invest time and when to defer engagement.
Ability to work cross-functionally and influence without direct authority.
Ability to translate ambiguous inputs into clear strategies and execution plans.

Nice To Haves

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.

Responsibilities

Own Gusto’s VC and PE partnership strategy end to end and be accountable for results across the function.
Define and maintain the partner portfolio, including deciding which partners receive one-to-one investment and which are served through 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.
Collaborate with Partner Marketing and Events to design scalable programs and engagement opportunities.
Partner with Recruit and other internal teams to align on sourcing new partners over time.
Track and evaluate ecosystem impact using 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.