Head of Solution Consulting Partnerships

Please note: This role is five days per week in-office in San Francisco, CA at our headquarters with our whole team.

About Campfire

Campfire is the AI-first ERP powering next-gen finance & accounting teams, providing a modern alternative to legacy accounting software and mid-market ERPs. Founded in 2023 and backed by Y Combinator, Foundation Capital, and Accel, we've recently raised $35 million in Series A funding to continue revolutionizing how startups and mid-size tech companies manage their financial operations.

Our customers are migrating from NetSuite and other legacy ERPs, choosing Campfire for our intuitive interface, AI-powered automation, and modern architecture. We serve companies that are outgrowing their small-business accounting software or are frustrated with their legacy ERP.

Position Overview

We're seeking a dynamic Solution Consulting Partnership Leader to drive channel sales growth through strategic partnerships with service firms that implement Campfire for their clients. This role will be instrumental in building and scaling our partner ecosystem, focusing on accounting firms, ERP consultants, and system integrators who serve mid-size tech companies.

Key Responsibilities

Partnership Development & Strategy

• Identify, recruit, and onboard high-value service partners including accounting firms, ERP implementation consultants, and financial advisory practices
• Develop comprehensive partner enablement programs and go-to-market strategies for service firms
• Create tiered partnership structures with clear incentives and support levels
• Build long-term strategic relationships with C-level executives at partner organizations

Solution Consulting & Technical Enablement

• Lead technical discovery sessions with prospects alongside partner teams
• Provide solution architecture guidance for complex ERP migrations and implementations
• Develop custom demonstration scenarios showcasing Campfire's AI capabilities and integration options
• Support partners in positioning Campfire against legacy ERPs (NetSuite, Sage Intacct, etc.)

Sales Execution & Revenue Growth

• Own channel sales targets and revenue goals through partner-driven opportunities
• Collaborate with partners on joint sales calls, proposals, and client presentations
• Manage complex, multi-stakeholder sales cycles typical in ERP purchasing decisions
• Develop and execute account-based marketing strategies with key partners

Partner Enablement & Training

• Design and deliver comprehensive training programs on Campfire's platform capabilities
• Create sales tools, battle cards, and technical resources for partner teams
• Establish certification programs for partner consultants and implementation specialists
• Provide ongoing technical support and guidance throughout the sales cycle

Market Development

• Represent Campfire at industry conferences, partner events, and trade shows
• Collaborate with marketing on co-branded content, case studies, and thought leadership
• Gather market intelligence and competitive insights from partner feedback
• Contribute to product roadmap discussions based on partner and client requirements

Required Qualifications

Experience & Background

• 5+ years of experience in the ERP implementation or accounting advisory industry, with a preference for experience in partner/channel sales
• Proven track record selling ERP, financial software, or related enterprise solutions
• Experience working with accounting firms, consulting practices, or system integrators
• Successful history of building and scaling partner programs from the ground up

Technical & Industry Knowledge

• Deep understanding of ERP implementation processes and migration challenges
• Knowledge of accounting and financial management software landscape
• Familiarity with modern SaaS architecture, APIs, and integration capabilities
• Understanding of compliance requirements and audit processes for mid-market companies

Skills & Competencies

• Exceptional presentation and communication skills for both technical and executive audiences
• Strong analytical and problem-solving abilities for complex solution design
• Proven ability to manage multiple, concurrent complex sales cycles
• Experience with CRM systems and partner portal management
• Comfortable working in a fast-paced, high-growth startup environment

Preferred Qualifications

• MBA or advanced degree in Business, Finance, or related field
• Previous experience at a high-growth SaaS company ($10M+ ARR)
• Background in accounting, finance, or ERP consulting
• Existing relationships within the ERP implementation or accounting services ecosystem
• Experience with AI/ML-powered business applications
• Track record of exceeding quota in enterprise or mid-market sales

Success Metrics

• Partner-driven revenue growth and attainment of quarterly/annual targets
• Number of qualified partners recruited and successfully onboarded
• Partner engagement metrics and program participation rates
• Pipeline generation and conversion rates through partner channels
• Customer satisfaction scores for partner-led implementations

What We Offer

• Competitive base salary plus uncapped commission structure
• Equity participation in a fast-growing, well-funded startup
• Comprehensive health, dental, and vision benefits
• Flexible PTO and remote work options
• Professional development budget and conference attendance
• Opportunity to shape the future of financial technology for growing companies