Senior Channel Partner Manager, Pulley
$157-175k
OTE
+ Consisting of 80% base salary and 20% variable compensation tied to performance. + Equity
Equity information platform for startups
Job no longer available
Equity information platform for startups
21-100 employees
Job no longer available
$157-175k
OTE
+ Consisting of 80% base salary and 20% variable compensation tied to performance. + Equity
21-100 employees
Company mission
To make it easier for anyone to start a company.
Role
Who you are
- This is a senior, hands-on individual contributor role for someone comfortable building from scratch, developing processes, and making judgment calls about where to invest and where to pull back
- 4–5 years of experience in partnerships, business development, or a related GTM role
- Direct experience managing channel partnerships that involve referrals, revenue share, and/or co-selling motions
- Proven ability to drive partner-sourced pipeline through repeatable referral or channel programs
- Comfort building programs and processes from scratch in an ambiguous, fast-moving environment
- Strong judgment in prioritizing partner investment based on performance and outcomes
- Ability to enable partners with clear messaging, training, and materials so they can independently represent a product
- Experience collaborating cross-functionally with Sales, Marketing, RevOps, and Customer Success
- Strong operational discipline, including CRM hygiene, referral tracking, and performance reporting
- Comfort operating as a senior, hands-on individual contributor
What the job involves
- We’re looking for a Channel Partner Manager to own and grow relationships with accelerators, law firms, fractional CFO networks, and venture capital firms that can consistently introduce high-intent customers to Pulley
- This role is designed to drive partner-sourced revenue by building repeatable referral motions, enabling partners to succeed, and delivering high-quality opportunities into the sales pipeline so the sales team is set up to close efficiently
- You will manage a portfolio of channel partners, formalize existing relationships, pilot new programs, and help determine which partner types are worth scaling
- Own a portfolio of channel partners across accelerators, law firms, fractional CFO networks, and VC portfolio programs
- Formalize and scale partner relationships that are currently informal or ad hoc
- Evaluate partner performance and determine where Pulley should invest deeper versus operate with lighter-touch or autopilot support
- Make clear recommendations on partner prioritization, expansion, or deprioritization based on data and outcomes
- Execute Pulley’s channel partnership framework to turn trusted ecosystems into repeatable sources of qualified leads
- Partner with Partnerships leadership to pilot and refine channel motions and identify high-performing partner archetypes
- Enable partners to introduce Pulley at high-intent moments such as cohort onboarding, fundraising preparation, or compliance milestones
- Track partner-sourced pipeline and ARR, using partner-influenced revenue as a directional signal
- Deploy partner enablement assets including playbooks, one-pagers, training materials, and referral workflows
- Coordinate and run partner training sessions as programs mature
- Ensure partners understand Pulley’s value proposition, competitive positioning, pricing structure, and common objections
- Act as the primary point of contact for partner-referred customers and ensure clean handoffs to Sales, Customer Success, or Managed Services
- Join partner-referred sales conversations as needed to support alignment or unblock deals
- Collaborate with Sales, Marketing, RevOps, and Customer Success to ensure partner-sourced opportunities are properly tracked and converted
- Maintain accurate partner records, referral tracking, and performance data in CRM and partner tools
- Provide regular reporting on partner performance, including referrals per partner, setup-to-paid conversion, and cohort or portfolio penetration
Our take
Due to startups raising funding in multiple stages, calculating the ownership breakdown as the business evolves can be difficult. Pulley hopes to make that process less opaque with cap-table management and scenario-modelling tools that provide founders with employee and investor equity information.
The platform enables startups to model dilution in future rounds, helps employees understand the value of their equity as the company grows, and makes maintaining equity plans faster and easier.
Based on the costs to manage cap tables and the potential opportunity lost due to companies staying private for longer periods, the market Pulley operates in is worth up to $10 billion. Competition comes from Carta and Morgan Stanley's Shareworks.
Kirsty
Company Specialist at Welcome to the Jungle
Company
Funding (last 2 of 3 rounds)
Jul 2022
$40m
SERIES B
Oct 2020
$10m
SERIES A
Total funding: $50.2m
Company benefits
- Generous health insurance
- Unlimited vacations
- Commuting & food
Company HQ
Old Mountain View, Mountain View, CA
Leadership
Yin Wu
(Co-Founder & CEO)Computer Science BS from Stanford. Former software engineer at Microsoft and founder of several computer technology start-ups.
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