Manager, Channel Partnerships

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.Justworks is building a modern, high impact Partnerships organization focused on driving real business growth through trusted partner relationships. We’re looking for a Manager, Channel Partnerships to lead and scale a team of Channel Partner Managers across four critical categories: Venture Capital and Private Equity, HR Consultants, Pilot Programs, and Associations.  Your mission is to take these emerging categories and turn them into a predictable, high-performance engine for the business. This is a builder’s role, ideal for a people-first leader who is comfortable operating in ambiguity, knows how to develop programs from the ground up, and understands how to create the structure needed to scale. At Justworks, partnerships are not about surface-level networking or one-off referrals. They are about building best-in-class partner relationships that consistently generate high-quality top-of-funnel opportunities and long-term value for the organization. Who You Are You’re a relationship-builder and a strategist with a commercial mindset and a talent for mentorship. You understand the nuances of the channel ecosystem and how to empower your team to enhance the relationships with their strategic portfolio of partners. You’re comfortable driving teams towards revenue targets, collaborating cross-functionally to build new playbooks, and navigating the complexities of a high-growth environment. You communicate and coach effectively to ensure your team members are delivering and developing at a high level. You thrive when you're turning "potential" into "results" and building the systems that allow your team to do their best work. Your Success Profile What You Will Work On Lead, coach, and develop a team of Channel Partner Managers responsible for sourcing, supporting, and growing partner led pipeline Scale the team through the strategic hiring, onboarding, and ongoing development of new Channel Partner Managers Actively contribute to our high performing, people first team culture grounded in trust, development, and accountability Monitor individual and team performance and support Channel Partner Managers in hitting quarterly quotas tied to partner sourced pipeline and closed revenue through focused coaching, prioritization, and removal of obstacles rather than individual deal ownership Build and iterate on partner programs, playbooks, and engagement models across VC/PE, HR Consultants, Pilot Programs, and Associations Use data and performance metrics to understand partner contribution to pipeline, identify trends, and guide team focus Work closely with Sales leadership and individual sellers to support partner-sourced opportunities from lead submission through close and post-sale Ensure strong handoffs, visibility, and accountability across Partnerships and Sales to maximize conversion and partner experience Coordinate with Marketing, Partner Experience, and Partner Operations, to proactively support the development of partner-facing enablement, webinars, and co-branded initiatives by identifying and prioritizing relevant needs. Work cross-functionally with Customer Success, Finance, Operations, and Product to advocate for partner needs and improve outcomes for both partners and their clients Ensure the regular, systematic collection of partner feedback and ecosystem insights to inform program and product improvements Act as a point of escalation for partner or process-related issues and help Channel Partner Managers navigate complex situations. Handle general management responsibilities, such as conducting 1:1s, leading regular team meetings, generating weekly report-ups, and conducting annual performance reviews Other duties as needed based on department and/or organizational needs How You Will Do Your Work As a Manager, Channel Partnerships, 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: People-First Leadership: Invests deeply in the growth and development of Channel Partner Managers and builds a strong-identity team while setting clear expectations around performance and outcomes. Data-Driven Mindset: Uses data to inform decisions, track quota progress, assess partner impact, and continuously improve execution. Foundational Sales Knowledge: Utilize expert knowledge of the full sales lifecycle and actively partner with Sales to drive partner-sourced deals to close and beyond. Good Judgment: Applies critical thinking to ambiguous problems, assesses risk, and makes thoughtful decisions with imperfect information while developing proactive solutions to mitigate risks. Builder Mindset: Comfortable creating structure, programs, and processes in a fast-evolving environment, with an eye toward building scalable systems by making good and timely decisions that keep the organization moving forward. Results-Driven: Committed to consistently achieving goals with a clear focus on delivering results. Holds self and team accountable for pipeline and revenue outcomes while maintaining a long-term view of partner value. Clear