Channel Partnerships Manager

Who We Are
At Justworks, you'll enjoy a welcoming and casual environment, great benefits, wellness program offerings, company retreats, and the ability to interact with and learn from leaders in the startup community. We work hard and care about our most prized asset - our people.

We're helping businesses get off the ground by enabling them to focus on running their business. We solve HR issues. We're data-driven and never stop iterating. If you'd like to work in a supportive, entrepreneurial environment, are interested in building something meaningful and having fun while doing it, we'd love to hear from you.

We're united by shared goals and shared motivations at Justworks. These are best summed up in our company values, which are reflected in our product and in our team.

Our Values

If this sounds like you, you'll fit right in.

Who You Are
You're a relationship-builder with a commercial mindset and a knack for turning partners into long-term revenue drivers. You understand the channel ecosystem and know how to enable, support, and grow strategic partner relationships. You're comfortable owning revenue targets, collaborating cross-functionally, and navigating ambiguity in a high-growth environment. You thrive when you're working across stakeholders, balancing service and strategy, and driving measurable results.

Your Success Profile
What You Will Work On

• Develop deep, strategic relationships with venture capital partners to drive referral revenue and long-term growth.
• Build a nuanced understanding of each partner's business model, goals, client base, and market strategy, using that knowledge to inform engagement tactics and uncover new opportunities.
• Own the full partner lifecycle:
• Lead onboarding and early enablement to ensure partners are set up for success
• Deliver high-impact touchpoints, including Quarterly Business Reviews (QBRs), performance check-ins, renewals, thought leadership, partner enablement, and contract discussions
• Manage critical moments and escalations with professionalism and urgency
• Achieve and exceed individual quarterly revenue targets by proactively sourcing referrals, driving partner engagement, and collaborating on creative go-to-market initiatives.
• Benchmark partner program performance against competitors, identify gaps, and contribute ideas to improve incentive structures, messaging, and program design.
• Act as a voice of the partner internally, working cross-functionally with sales, marketing, finance, customer success, and operations to advocate for partner needs and improve outcomes for both partners and their clients.
• Contribute to channel program scalability by helping improve reporting, processes, and operational infrastructure that support consistent and efficient partner growth.
• Travel as needed to support partners across markets and drive localized growth efforts.

How You Will Do Your Work
As a VC Partner Manager,
how
results are achieved is paramount for your success and that of our organization. In this role, your foundational knowledge, skills, abilities and personal attributes are anchored in the following:

• Good Judgment - Use critical thinking to analyze situations thoroughly, foresee potential issues, and develop proactive solutions to mitigate risks.
• Consultative - takes an approach that focuses on building relationships with others, understanding their problems, and developing solutions to their challenges through open-ended questions and active listening.
• Business Insights - applying knowledge of business and the marketplace to advance the organization's goals.
• Manages Complexity - making sense of complex, high quantity, and sometimes contradictory information to effectively solve problems.
• Foundational Sales Knowledge - utilize expert knowledge of sales processes (prospecting, engaging, negotiating, nurturing) and in-depth understanding of the market and trends to drive exchanges of value effectively.
• Results-Driven - Remain committed to achieving goals consistently, even under challenging circumstances, with a clear focus on delivering results.

In addition, all Justworkers focus on aligning their behaviors to our core values known as COGIS. It stands for:

• Camaraderie - Day to day you can be seen working together toward a higher purpose. You like to have fun. You're an active listener, treat people respectfully, and have a strong desire to know and help others.
• Openness - Your default is to be open. You're willing to share information, understand other perspectives, and consider new possibilities. You're curious, ask open questions, and are receptive to thoughts and feedback from others.
• Grit - You demonstrate grit by having the courage to commit and persevere. You're committed, earnest, and dive in to get the job done well with a positive attitude.
• Integrity - Simply put, do what you say and say what you'll do. You're honest and forthright, have a strong moral compass, and strive to match your words with your actions while leading by example.
• Simplicity - Be like Einstein: "Everything should be made as simple as possible, but no simpler."

Qualifications

• A self-starter who thrives in a fast-moving, dynamic environment where no two days are alike
• Proven experience in partner management, with a strong emphasis on developing and executing strategic relationship management plans to drive partner success and mutual growth
• Strong understanding of partner lifecycle management, including onboarding, enablement, and ongoing support, with a proven ability to drive partner retention and growth.
• Ability to develop and maintain a deep understanding of partner business models, challenges, and opportunities, and to leverage this knowledge to drive partner success.
• Minimum of 3 years of experience in a quota-carrying role within business development, partnerships, or enterprise sales, account management or customer success.
• Demonstrated track record of building robust business relationships and executing complex partnership agreements.
• Proficiency in Salesforce or similar CRM systems; knowledge of Tableau and other analytical tools is a plus.
• Exceptional communication, interpersonal, and emotional intelligence skills, with a strong ability to negotiate and persuade.
• Proven capability in networking with and/or selling into the channel communities; prior experience here is highly advantageous,

This position is paid a base wage plus incentive compensation. The base wage range for this position is targeted at $109,000 - $125,000 in our New York City office, and competitive On-Target Earnings, inclusive of incentive compensation, of $70,000. Final offers may vary from those listed. *Incentive compensation is not guaranteed, and earning is subject to the terms and conditions of the applicable incentive compensation plan.

Actual compensation is based on multiple factors that are unique to each candidate, including and not limited to skill set, level of relevant experience, and specific work location. Salary ranges for positions based in other locations may differ based on the cost of labor in that location.

For more information about Justworks' Total Reward Philosophy, including all of the perks and benefits we are proud to offer our team members, please visit Total Rewards @ Justworks.

Diversity At Justworks
Justworks is committed to maintaining a workplace where diversity of identity, culture, and life experience is the norm and is celebrated authentically and respected consistently. Diversity in our work, our people, and our product drives creativity and innovation, entrepreneurial leadership and integrity, competitiveness, and collaboration throughout our business and in the market. We depend on our differences to make our team stronger, our workplace more dynamic, and our product accessible to all of our customers.

We're proud to be an equal opportunity employer open to all qualified applicants regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital or familial status, disability, pregnancy, gender identity or expression, veteran status, genetic information, or any other legally protected status. Justworks is fully dedicated to providing necessary support to candidates with disabilities who may require reasonable accommodations. We also provide reasonable accommodations to employees based on their sincerely held religious beliefs, as well as for other covered reasons consistent with applicable federal, state, and local laws. If you're in need of a reasonable accommodation, please reach out to us at Your comfort and success matter to us, and we're here to ensure an inclusive experience.

Our DEIB Report