Head of Solution Consulting Partnerships

Location

San Francisco

Employment Type

Full time

Location Type

On-site

Department

Sales

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

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