Head of 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 Campfire’s go-to-market (GTM) function from the ground up. You’ll define and own our sales strategy, partner closely with the Founder / CEO, and play a hands-on role in driving revenue growth. This role is both strategic and execution-focused : you’ll lead by example in running the full sales cycle while also building the processes, playbooks, and team to scale.

We’re looking for a sales leader who thrives in ambiguity, brings strong ideas to the table, and is excited to grow with a hyper-growth startup. You’ll set the tone for our sales culture, ensure operational excellence, and be a key driver of Campfire’s 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 customer-first culture with an emphasis on trust, long-term relationships, and value delivery.

Pipeline Generation & Management

Lead efforts to build and manage a high-quality pipeline aligned with Campfire’s Ideal Customer Profile (ICP).

Oversee both outbound prospecting and inbound lead conversion; collaborate with SDRs and marketing to drive top-of-funnel growth.

Establish rigorous pipeline review processes and ensure consistent deal progression.

Sales Execution & Team Development

Personally manage key accounts and enterprise-level opportunities, from discovery through negotiation and close.

Deliver compelling product demos and communicate Campfire’s value proposition to executive-level buyers.

Recruit, hire, and mentor a high-performing sales team (AEs, SDRs, managers) as we scale.

Provide regular coaching, training, and performance feedback to drive results and professional growth.

Cross-Functional 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 long-term 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 data-driven insights to refine sales tactics and improve team efficiency.

Ideal Candidate Profile

Experience

6–10+ 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 high-performing sales teams at a high-growth startup or SaaS company.

Strong background in full-cycle sales (outbound prospecting → close).

Bonus : Experience selling mid-market finance or ERP software.

Bonus : Experience as the first sales leader in an early-stage 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 fast-paced 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 mid-market tech companies. Backed by top investors and rapidly growing, we’re at an inflection point—and you’ll be at the center of driving our growth engine.

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