Head of Partnerships

Campfire is the fastest growing AI-native ERP designed for mid-size and enterprise companies to close fast and scale faster. The product offers features like a powerful general ledger, invoicing, billing, and AI-powered conversational reporting. Campfire is natively integrated with industry-leading solutions, and serves a diverse range of customers from tech companies to non-profits. The company is headquartered in San Francisco and backed by Y Combinator and Foundation Capital.

The Role

We're looking for our first Head of Partnerships to build and lead our partnership strategy from the ground up. Reporting directly to the CEO/Founder, you'll be instrumental in expanding Campfire's reach through strategic partnerships that drive mutual value for our customers, partners, and company.

This is a foundational role where you'll have the opportunity to shape how partnerships function at Campfire, establish key relationships in the accounting and fintech ecosystem, and directly impact our growth trajectory.

What You'll Do

Develop Partner Framework

• Develop and execute a comprehensive partnership strategy aligned with Campfire's business objectives and growth goals
• Identify and prioritize partnership opportunities across accounting firms, technology integrations, consulting partners, and strategic alliances
• Build the framework for partnership success metrics, processes, and operations

Business Development & Relationship Management

• Source, evaluate, and negotiate strategic partnerships with accounting firms, software vendors, implementation consultants, and other key ecosystem players
• Build and maintain strong relationships with C-level executives and decision-makers at partner organizations
• Manage the full partnership lifecycle from initial outreach through contract negotiation and ongoing relationship management

Go-to-Market & Enablement

• Collaborate with sales, marketing, and product teams to develop joint go-to-market strategies with partners
• Create partner enablement programs, training materials, and resources to ensure partner success
• Support partners in selling and implementing Campfire solutions for their clients

Cross-Functional Collaboration

• Work closely with product and engineering teams to inform integration roadmaps and partnership requirements
• Partner with marketing on co-marketing initiatives, case studies, and thought leadership content
• Collaborate with customer success to ensure seamless partner-referred customer experiences

What we're looking for

Experience & Background

• 7+ years of business development, partnerships, or strategic alliances experience, preferably in B2B SaaS
• Experience in the accounting, finance, or fintech ecosystem strongly preferred
• Track record of building and scaling partnership programs from early stages
• History of closing complex, multi-stakeholder partnership deals

Skills & Attributes

• Exceptional relationship-building and communication skills with the ability to influence senior executives
• Strategic thinker who can balance long-term vision with short-term execution needs
• Self-starter comfortable with ambiguity and building processes from scratch
• Strong analytical skills with experience using data to inform partnership decisions
• Experience working cross-functionally and managing competing priorities

Bonus Points

• Existing relationships within the accounting software, ERP, or professional services ecosystem
• Experience with channel partner programs and management
• Background in accounting, finance, or related field
• Previous experience at a high-growth startup or scale-up company

Why Campfire

• Impact : Join a fast-growing company where your work directly influences our trajectory and success
• Ownership : Build and own the partnerships function from day one with significant autonomy and responsibility
• Team : Work alongside a world-class team of engineers, designers, and operators who are passionate about modernizing finance
• Growth : Extensive learning and development opportunities in a rapidly evolving market
• Mission : Help transform how growing companies manage their finances and make critical business decisions

Seniority level

• Seniority level

  Executive

Employment type

• Employment type

  Full-time

Job function

• Job function

  Business Development and Sales

• Industries

  Software Development

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