Please note: This role is five days per week in-office in San Francisco, CA at our headquarters with our whole team.
About Campfire
Campfire is the AI-first ERP powering next-gen finance & accounting teams, providing a modern alternative to legacy accounting software and mid-market ERPs. Founded in 2023 and backed by Y Combinator, Foundation Capital, and Accel, we've recently raised $35 million in Series A funding to continue revolutionizing how startups and mid-size tech companies manage their financial operations.
Our customers are migrating from NetSuite and other legacy ERPs, choosing Campfire for our intuitive interface, AI-powered automation, and modern architecture. We serve companies that are outgrowing their small-business accounting software or are frustrated with their legacy ERP.
Position Overview
We're seeking a dynamic Solution Consulting Partnership Leader to drive channel sales growth through strategic partnerships with service firms that implement Campfire for their clients. This role will be instrumental in building and scaling our partner ecosystem, focusing on accounting firms, ERP consultants, and system integrators who serve mid-size tech companies.
Key Responsibilities
Partnership Development & Strategy
Identify, recruit, and onboard high-value service partners including accounting firms, ERP implementation consultants, and financial advisory practices
Develop comprehensive partner enablement programs and go-to-market strategies for service firms
Create tiered partnership structures with clear incentives and support levels
Build long-term strategic relationships with C-level executives at partner organizations
Solution Consulting & Technical Enablement
Lead technical discovery sessions with prospects alongside partner teams
Provide solution architecture guidance for complex ERP migrations and implementations
Develop custom demonstration scenarios showcasing Campfire's AI capabilities and integration options
Support partners in positioning Campfire against legacy ERPs (NetSuite, Sage Intacct, etc.)
Sales Execution & Revenue Growth
Own channel sales targets and revenue goals through partner-driven opportunities
Collaborate with partners on joint sales calls, proposals, and client presentations
Manage complex, multi-stakeholder sales cycles typical in ERP purchasing decisions
Develop and execute account-based marketing strategies with key partners
Partner Enablement & Training
Design and deliver comprehensive training programs on Campfire's platform capabilities
Create sales tools, battle cards, and technical resources for partner teams
Establish certification programs for partner consultants and implementation specialists
Provide ongoing technical support and guidance throughout the sales cycle
Market Development
Represent Campfire at industry conferences, partner events, and trade shows
Collaborate with marketing on co-branded content, case studies, and thought leadership
Gather market intelligence and competitive insights from partner feedback
Contribute to product roadmap discussions based on partner and client requirements
Required Qualifications
Experience & Background
5+ years of experience in the ERP implementation or accounting advisory industry, with a preference for experience in partner/channel sales
Proven track record selling ERP, financial software, or related enterprise solutions
Experience working with accounting firms, consulting practices, or system integrators
Successful history of building and scaling partner programs from the ground up
Technical & Industry Knowledge
Deep understanding of ERP implementation processes and migration challenges
Knowledge of accounting and financial management software landscape
Familiarity with modern SaaS architecture, APIs, and integration capabilities
Understanding of compliance requirements and audit processes for mid-market companies
Skills & Competencies
Exceptional presentation and communication skills for both technical and executive audiences
Strong analytical and problem-solving abilities for complex solution design
Proven ability to manage multiple, concurrent complex sales cycles
Experience with CRM systems and partner portal management
Comfortable working in a fast-paced, high-growth startup environment
Preferred Qualifications
MBA or advanced degree in Business, Finance, or related field
Previous experience at a high-growth SaaS company ($10M+ ARR)
Background in accounting, finance, or ERP consulting
Existing relationships within the ERP implementation or accounting services ecosystem
Experience with AI/ML-powered business applications
Track record of exceeding quota in enterprise or mid-market sales
Success Metrics
Partner-driven revenue growth and attainment of quarterly/annual targets
Number of qualified partners recruited and successfully onboarded
Partner engagement metrics and program participation rates
Pipeline generation and conversion rates through partner channels
Customer satisfaction scores for partner-led implementations
What We Offer
Competitive base salary plus uncapped commission structure
Equity participation in a fast-growing, well-funded startup
Comprehensive health, dental, and vision benefits
Flexible PTO and remote work options
Professional development budget and conference attendance
Opportunity to shape the future of financial technology for growing companies