Senior Channel Partner Manager

🚂 About Pulley

Pulley's mission is to make it easier for anyone to start a company. We believe that more startups should exist and that founder-led companies are more successful in the long term. With Pulley’s cap table management tools, companies can better understand and optimize their equity for the long term. Starting a company is hard enough. Managing equity shouldn’t be.

We’re a high-performing team looking for passionate, execution-focused, self-starters to help us build the next generation of equity and business management tools for founders in an AI-native world. Pulley is growing quickly with over 4,000 customers including startups like Linear, Runway, Fathom, and Roam.

Our trajectory is fueled by top investors like Founders’ Fund, Stripe, General Catalyst, Caffeinated Capital, 8vc, Elad Gil, among other great angels. All of our growth has been organic, and we’re growing the team to meet the demand.

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🌟 About the role

Pulley is building a revenue-driven channel partnerships motion across trusted startup ecosystems. 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.

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.

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🛠 What you’ll do

• 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

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🙌 What you bring

• 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

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✨ Why work at Pulley?

• Shape the next chapter – Your work will directly influence Pulley’s partner-driven revenue motion as we scale
• Empower founders – Help founders get equity right at critical moments like fundraising, compliance, and growth
• Work with a high-performing and passionate team, grounded in:
  • Principles over playbooks - Understand the why.
  • Momentum over speed - Find the best path to deliver value.
  • Good taste over data - Take bold bets and trust your instincts to find the unlikely bet.
  • Ideas over egos - Let the best idea win, no matter where it comes from.
  • Gladiator over spectator - Execute; don’t just critique or ideate. You’re the one putting in the work, sweating the details, and driving for results.
  • Conviction over consensus - Have the courage to back your ideas strongly, even when they defy the status quo. Disagree and commit.
  • Proactive over passive - Drive your own clarity and pull for context.

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💚 Benefits

• Competitive salary and equity
• Medical, Dental, and Vision insurance
• Unlimited PTO plus Winter holiday break
• Parental leave
• Generous stipends for WFH, learning, wellness, and AI tools
• 401(k) match (US) / Pension match (Canada)

Annual Salary Range: Compensation for this role follows an 80/20 OTE structure, with a total on-target earnings range of $157,000–$175,000, consisting of 80% base salary and 20% variable compensation tied to performance.

The range above reflects the typical salary range for this role. Final compensation will depend on experience, interview performance, level, and other factors assessed during the hiring process.