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About the Role
Campfire is seeking a Tech Partnerships Lead to build and manage relationships with software companies our customers use, driving integrations and revenue opportunities. This hands-on role involves shaping partnership strategy, identifying key partners, negotiating agreements, and launching integrations.
Responsibilities
- Build and manage relationships with Campfire’s technology partners.
- Identify the partners that matter most to our customers and business, and focus our time accordingly.
- Find and develop new partnership opportunities.
- Lead partnership conversations from the initial introduction through negotiation, agreement, and launch.
- Work with Sales and our partners to share leads, collaborate on opportunities, and close business together.
- Partner with Product and Engineering to decide which integrations we should build and what each one needs to deliver.
- Coordinate launches and marketing programs with partners, including webinars, content, events, and marketplace listings.
- Give Campfire’s sales team and our partners the training, materials, and messaging they need to explain the partnership to customers.
- Track the leads, pipeline, customers, and revenue generated through partnerships.
- Regularly share what’s working, what isn’t, and where we should invest next.
Requirements
- Significant experience building technology partnerships, business development relationships, or strategic alliances.
- Experience working directly with software or integration partners.
- A track record of building partnerships that generated customers, pipeline, or revenue.
- Confidence negotiating commercial agreements, referral terms, revenue-sharing arrangements, and joint commitments.
- A strong understanding of business and finance software. You should be familiar with categories such as ERP, banking, payroll, spend management, and financial planning.
- Enough technical knowledge to discuss APIs, data, and integrations with product and engineering teams—and explain those concepts clearly to nontechnical audiences.
- Strong commercial judgment and an ability to prioritize the opportunities that can create the most value.
- Clear, persuasive written and verbal communication.
- Comfort working in a fast-moving environment where the program and playbook are still being built.
- Willingness to work from our San Francisco or New York office and travel occasionally for partner meetings and events.
- Experience at a fast-growing B2B software company, especially in fintech, accounting, or ERP.
- Experience building a technology partnership program at an early-stage company.
- Familiarity with tools such as Crossbeam, HubSpot, or a partner relationship management platform.
- Experience managing people, or an interest in building and leading a team as the program grows.
Skills
- Technology Partnerships
- Business Development
- Strategic Alliances
- Software Partnerships
- Integration Partners
- Negotiation
- Commercial Agreements
- Referral Terms
- Revenue Sharing
- Business Software
- Finance Software
- ERP
- Banking
- Payroll
- Spend Management
- Financial Planning
- APIs
- Data Integration
- Communication
- Crossbeam
- HubSpot
- Partner Relationship Management
Location
- San Francisco
- New York
Work Type
- Onsite
- Hybrid
Experience Level
- Significant experience
- Experience building a technology partnership program at an early-stage company
- Experience managing people
Benefits
- Meaningful equity
- Medical, dental, and vision coverage
- 401(k)
- $10,000 in family-building benefits through Carrot
- Parental leave
- Daily catered meals
- Commuter benefits
- Regular team events
About the Company
- Campfire is an AI-native ERP built for mid-sized and enterprise companies.
- We help finance and accounting teams replace spreadsheets, manual reconciliations, and disconnected systems with one modern platform.
- We’re backed by Y Combinator and have offices in San Francisco, New York, and London.
- We’ve raised more than $100 million, including a $35 million Series A led by Accel.
Equal Opportunity
- Campfire is an equal opportunity employer. We do not discriminate based on race, color, religion, national origin, sex, gender identity or expression, sexual orientation, age, disability, veteran status, marital status, or any other characteristic protected by law. We provide reasonable accommodations throughout the hiring process.