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.