Deal Strategist

campfire; San Francisco (CA); Hybrid; USD 180,000 - 240,000; Full time

Job summary

Campfire is building modern accounting software for startups and mid-size tech companies. We need a pricing and commercial-strategy leader who can structure complex deals, own pricing and partner economics, and write scalable rules that govern discounts and approvals.

You will model margins, LTV, and ARR while partnering with sales, finance, and legal to move fast. You will develop value-based pricing, refine the price book, and ensure the next wave of AI-enabled products is priced to reflect

Qualifications

• Investor-trained with 2–4 years in investment banking, management consulting, private equity, strategic finance, or related finance functions.
• Experience at a high-growth technology company is a plus.
• Ability to think in returns, downside scenarios, and term sheets.
• Able to explain complex structures clearly to leadership or the board.
• Extreme ownership of revenue and deal outcomes.
• Fast and decisive with strong numerical discipline.
• Comfortable with ambiguity and writing the playbook.

Responsibilities

• Structure and approve non-standard deals: multi-year ramps, discounts, buyouts, swaps, and fees.
• Own pricing strategy: packaging and price book; move toward value-based pricing.
• Price what we ship next: unit economics for products and new AI features.
• Write rules: discount and approval policies to keep margins intact.
• Price partnerships: model channel and platform deal economics.
• Underwrite every deal: margins, payback, LTV, ARR impact.
• Build the machine: automate quoting, approvals, and deal analytics.
• Be the commercial brain: collaborate with sales on terms and negotiations.

Tools

Claude Code

Job description

About Campfire

Campfire is building modern accounting software for startups and mid-size tech companies, and we're going head to head with giants like NetSuite to do it. Our AI-native general ledger runs the close, revenue recognition, and reporting for finance teams that have outgrown QuickBooks and refuse to settle for a legacy ERP.

The role

You'll own how Campfire makes money on every deal. Pricing strategy, deal structuring, partner economics, and the systems that make it all repeatable. You'll model a deal like you're underwriting it, then write the code that makes the next hundred deals faster.

You'll work directly with sales leadership, legal, finance, and business operations, and you'll have real authority to say yes, no, and "here's a better structure."

What you'll do

• Crack the hard deals. Structure and approve non-standard deals: multi-year ramps, discounts, buyouts, swaps, implementation fees, and payment terms. Turn messy asks from AEs into clean, defensible structures fast.

• Own pricing strategy. Build and evolve our packaging and price book. Move us toward value-based pricing grounded in the outcomes customers actually get.

• Price what we ship next. Own unit economics for each product, and build the business case and pricing for new products and AI features before they launch.

• Write the rules. Own the discount and approval policy: who can approve what, which exceptions elevate, and the playbook that lets AEs move fast without giving away margin.

• Price partnerships. Model the economics of channel and platform deals, like fund administrators running their clients on Campfire, and make sure we capture our share of the value we create.

• Underwrite every deal. Build models for margin, payback, LTV, and the downstream impact on ARR, bookings, and quota credit. Know which deals to fight for and which to walk from.

• Build the machine. Build the systems and automations that power quoting, approvals, and deal analytics across our CRM and our internal tools. If it's manual twice, you automate it.

• Be the commercial brain in the room. Partner with sales on contract terms and live negotiations.

Who you are

We care more about trajectory than pedigree. If you've built impressive things from an unusual starting point, we want to hear from you.

• Investor-trained. 2-4 years in investment banking, management consulting, private equity, strategic finance, or a related finance function, with experience at a high-growth technology company a plus. You think in returns, downside cases, and term sheets.

• AI-native in how you work. You already use tools like Claude Code to build models, automate analysis, and get more done than a team twice your size. You're comfortable building and have shipped something real: a model, a pipeline, a tool people used.

• Intellectually sharp. You find the flaw in a structure before anyone else does, and you can explain it in one sentence.

• A clear communicator. You can walk leadership or the board through a complex deal or pricing change and leave them with a decision, not a spreadsheet.

• Extreme ownership. You treat Campfire's revenue like your own money. You're the person who stays on the deal until it's right, and who people trust with the hardest calls.

• Fast and decisive. You'd rather make a good call today than a perfect one next week, and you own the outcome either way.

• Precise. Fast doesn't mean sloppy. Pricing mistakes compound across every renewal, so you check the math and get the details right.

• Comfortable with ambiguity. There's no playbook yet. You'll write it.

Why this role

• Direct line to leadership. You work with leadership on decisions that move the business.

• Real leverage. Your code and your judgment compound across every deal we sign.