Tech Partnerships Lead

About Campfire

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.

About The Role

Campfire works best when it connects seamlessly with the rest of a company's technology and finance stack. That's where you come in. We're looking for a Tech Partnerships Lead to build strong relationships with the software companies our customers already use—from banking, payroll, and spend management platforms to CRM, FP&A, and revenue tools.

You'll own these partnerships from beginning to end: identifying the right companies, building relationships, negotiating agreements, launching integrations, and creating opportunities for both companies to generate revenue together. This is a hands-on role for someone who wants to build. You'll help shape our partnership strategy, decide where we should invest, and turn our strongest technology partnerships into a meaningful source of customers and revenue.

What You'll Do

• 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.

What We're Looking For

• 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.

Nice To Have

• 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.

Compensation And Benefits

• Meaningful equity
• Medical, dental, and vision coverage
• 401(k)
• $10,000 in family-building benefits through Carrot, plus parental leave
• Daily catered meals in our San Francisco, New York, and London offices
• Commuter benefits and regular team events

Final compensation will depend on experience, location, and interview performance.

Our Interview Process

• Initial chat with the Recruiting team
• Introductory conversation with the Head of Tech Partnerships
• A working session about Campfire's technology ecosystem and where you would focus first
• Case Study
• Onsite: Conversations with people from Sales, Product, and Marketing & Final conversation with company leadership