Job Description

Location

San Francisco

Employment Type

Full time

Location Type

On-site

Department

Sales

Location: San Francisco, CA (in-office, 5 days per week)

About the Role

As Head of Sales , you will be responsible for building and scaling Campfires go-to-market (GTM) function from the ground up. Youll define and own our sales strategy, partner closely with the Founder/CEO, and play a handson role in driving revenue growth. This role is both strategic and executionfocused: youll lead by example in running the full sales cycle while also building the processes, playbooks, and team to scale.

Were looking for a sales leader who thrives in ambiguity, brings strong ideas to the table, and is excited to grow with a hypergrowth startup. Youll set the tone for our sales culture, ensure operational excellence, and be a key driver of Campfires success.

Key Responsibilities

Sales Leadership & Strategy

• Own overall sales strategy, goals, and revenue targets.
• Develop, implement, and continuously refine a repeatable sales playbook.
• Partner with the CEO on GTM strategy, pricing, positioning, and target market expansion.
• Build a customerfirst culture with an emphasis on trust, longterm relationships, and value delivery.

Pipeline Generation & Management

• Lead efforts to build and manage a highquality pipeline aligned with Campfires Ideal Customer Profile (ICP).
• Oversee both outbound prospecting and inbound lead conversion; collaborate with SDRs and marketing to drive topoffunnel growth.
• Establish rigorous pipeline review processes and ensure consistent deal progression.

Sales Execution & Team Development

• Personally manage key accounts and enterpriselevel opportunities, from discovery through negotiation and close.
• Deliver compelling product demos and communicate Campfires value proposition to executivelevel buyers.
• Recruit, hire, and mentor a highperforming sales team (AEs, SDRs, managers) as we scale.
• Provide regular coaching, training, and performance feedback to drive results and professional growth.

CrossFunctional Collaboration

• Work closely with product and marketing teams to ensure market feedback informs product roadmap and messaging.
• Partner with Customer Success to ensure smooth handoffs and longterm customer satisfaction.
• Align with leadership on forecasting, resourcing, and business priorities.

Data, Metrics & Reporting

• Establish and track key sales metrics (e.g., pipeline coverage, conversion rates, ARR growth).
• Optimize use of CRM (HubSpot) and automation tools for accurate reporting and forecasting.
• Use datadriven insights to refine sales tactics and improve team efficiency.

Ideal Candidate Profile

Experience

• 610+ years in software sales, with at least 3+ years in a sales leadership role (Head of Sales, Director, VP, or equivalent).
• Proven track record of building and leading highperforming sales teams at a highgrowth startup or SaaS company.
• Strong background in fullcycle sales (outbound prospecting close).
• Bonus: Experience selling midmarket finance or ERP software.
• Bonus: Experience as the first sales leader in an earlystage startup.

Skills & Tools

• Expertise in pipeline management, forecasting, and sales operations.
• Deep experience with CRM tools (HubSpot preferred) and sales automation platforms.
• Strong negotiation, storytelling, and executive communication skills.
• Ability to design and implement repeatable sales processes.

Personal Attributes

• Builder mentality: comfortable rolling up your sleeves while setting strategy.
• Highly proactive, adaptable, and resilient in a fastpaced environment.
• Natural leader who inspires, motivates, and holds teams accountable.
• Growth mindset, with a passion for continuous learning and improvement.

Why Join Us

Campfire is on a mission to redefine the accounting software landscape, taking on incumbents like Netsuite to build modern accounting solutions for startups and midmarket tech companies. Backed by top investors and rapidly growing, were at an inflection pointand youll be at the center of driving our growth engine.

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