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About the Role
Lead, coach, and develop a team of Account Executives to consistently meet and exceed revenue targets. This is a player-coach leadership role for someone who loves the deal, knows how to develop closers, and wants to help build a repeatable, scalable sales motion from an early foundation.
Responsibilities
- Lead, coach, and develop a team of Account Executives to consistently meet and exceed revenue targets.
- Own your team's number: forecast accurately, manage the pipeline, and drive quota attainment quarter over quarter.
- Coach AEs through full-cycle, consultative deals - discovery, business-case building, multithreading, negotiation, and close - selling to CFOs, VPs of Finance, and Controllers.
- Run disciplined deal reviews and pipeline inspection, help reps navigate complex, multi-stakeholder evaluations that often displace incumbent ERPs.
- Refine and document the sales playbook: qualification frameworks (e.g., MEDDPICC), messaging, and repeatable close plans.
- Partner with SDR Managers on pipeline quality and handoffs, and with Marketing, Product, and Solutions Consultants on what's needed to win.
- Hire and onboard new AEs, and build a ramp program that gets them productive quickly.
- Build the team from the ground up - source, interview, and hire AEs, and design a ramp program that gets new reps productive quickly
- Maintain clean forecasting and CRM hygiene, and report on team performance to leadership.
- Foster a culture of accountability, coaching, and winning - where reps are challenged and supported in equal measure.
Requirements
- 2+ years managing a quota-carrying AE team, with a consistent record of hitting and exceeding team targets.
- A strong personal track record closing B2B SaaS deals before you moved into management - ideally mid-market or enterprise.
- Track record of holding Account Executives accountable for self-sourced outbound prospecting in a full-cycle sales motion - not just managing our inbound-heavy pipeline.
- Experience selling technical or finance-oriented products; familiarity with the office of the CFO, ERP, fintech, or accounting workflows is a big plus.
- Command of a modern sales methodology (MEDDPICC, Command of the Message, Challenger, or similar) and the ability to teach it.
- Sharp forecasting instincts and comfort running data-driven pipeline reviews.
- A genuine coaching orientation - you measure your success by your team's growth and results.
- Thrive in a fast-paced, high-growth environment where the playbook is still being written.
Skills
- Sales Management
- Coaching
- Forecasting
- Pipeline Management
- B2B SaaS Sales
- Consultative Selling
- MEDDPICC
- Command of the Message
- Challenger Sale
- CRM Hygiene
- Recruiting
- Onboarding
Location
- Remote
Work Type
- Full-time
Experience Level
- Manager
Benefits
- Competitive salary and OTE
- Meaningful equity
- Full benefits
About the Company
- Campfire is the AI-native ERP redefining how finance teams operate.
- We replace legacy systems like NetSuite, SAP, and Oracle with a unified platform for the general ledger, revenue automation, and close management - powered by our proprietary Large Accounting Model.
- We're backed by Accel, Ribbit Capital, Foundation Capital, and Y Combinator, and trusted by fast-growing companies like Decagon, Replit, and Klarity.
- With more than $100m in funding so far, we're scaling the team that closes and expands relationships with modern finance leaders.