Sales Manager

Sprites; San Francisco (CA); On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

Equity

Full benefits

OTE

Competitive salary

Job summary

Campfire in San Francisco seeks a Sales Manager to lead a team of Account Executives, owning quota attainment and coaching through complex, consultative sales cycles to finance and accounting orgs.

You will build a repeatable sales motion, refine MEDDPICC playbooks, and partner across Marketing, Product, and Solutions Consultants to win, while hiring and ramping new AEs in a fast-growing environment.

Qualifications

• 2+ years managing a quota-carrying AE team.
• Proven track record closing B2B SaaS deals (mid-market/enterprise).
• Experience coaching AEs and managing full-cycle sales motions.
• Familiarity with CFO offices, ERP, fintech, or accounting workflows is a plus.
• Strong forecasting and data-driven pipeline review skills.

Responsibilities

• Lead, coach, and develop a team of Account Executives to meet/exceed revenue targets.
• Own the team's forecast, pipeline, and quota attainment.
• Coach AEs through full-cycle, consultative deals with CFOs and finance leaders.
• Run disciplined pipeline reviews and navigate multi-stakeholder evaluations.
• Refine the sales playbook and MEDDPICC-based processes.
• Partner with SDRs, Marketing, Product, and Solutions Consultants to win.
• Hire and ramp new AEs, building scalable onboarding programs.
• Maintain CRM hygiene and report team performance to leadership.
• Foster accountability, coaching, and a winning culture.

Skills

Quota management

B2B SaaS sales

Forecasting

MEDDPICC

Leadership coaching

Enterprise sales

Salesforce

Negotiation

Tools

Salesforce

Job description

About Campfire

Campfire is the AI-native ERP redefining how finance teams operate. We replace legacy systems like NetSuite, SAP, and Oracle with a unified platform for the general ledger, revenue automation, and close management - powered by our proprietary Large Accounting Model. We're backed by Accel, Ribbit Capital, Foundation Capital, and Y Combinator, and trusted by fast-growing companies like Decagon, Replit, and Klarity. With more than $100m in funding so far, we're scaling the team that closes and expands relationships with modern finance leaders.

The Role

We're hiring a Sales Manager to lead a team of Account Executives - the people who take a qualified opportunity and turn it into a closed, thriving Campfire customer. You'll own quota attainment for your team, coach AEs through complex, consultative sales cycles into finance and accounting orgs, and instill the rigor and discipline of a high-performing sales floor. This is a player-coach leadership role for someone who loves the deal, knows how to develop closers, and wants to help build a repeatable, scalable sales motion from an early foundation.

What You'll Do

• Lead, coach, and develop a team of Account Executives to consistently meet and exceed revenue targets.

• Own your team's number: forecast accurately, manage the pipeline, and drive quota attainment quarter over quarter.

• Coach AEs through full-cycle, consultative deals - discovery, business-case building, multithreading, negotiation, and close - selling to CFOs, VPs of Finance, and Controllers.

• Run disciplined deal reviews and pipeline inspection, help reps navigate complex, multi-stakeholder evaluations that often displace incumbent ERPs.

• Refine and document the sales playbook: qualification frameworks (e.g., MEDDPICC), messaging, and repeatable close plans.

• Partner with SDR Managers on pipeline quality and handoffs, and with Marketing, Product, and Solutions Consultants on what's needed to win.

• Hire and onboard new AEs, and build a ramp program that gets them productive quickly.

• Build the team from the ground up - source, interview, and hire AEs, and design a ramp program that gets new reps productive quickly

• Maintain clean forecasting and CRM hygiene, and report on team performance to leadership.

• Foster a culture of accountability, coaching, and winning - where reps are challenged and supported in equal measure.

What You'll Bring

• 2+ years managing a quota-carrying AE team, with a consistent record of hitting and exceeding team targets.

• A strong personal track record closing B2B SaaS deals before you moved into management - ideally mid-market or enterprise.

• Track record of holding Account Executives accountable for self-sourced outbound prospecting in a full-cycle sales motion - not just managing our inbound-heavy pipeline.

• Experience selling technical or finance-oriented products; familiarity with the office of the CFO, ERP, fintech, or accounting workflows is a big plus.

• Command of a modern sales methodology (MEDDPICC, Command of the Message, Challenger, or similar) and the ability to teach it.

• Sharp forecasting instincts and comfort running data-driven pipeline reviews.

• A genuine coaching orientation - you measure your success by your team's growth and results.

• Thrive in a fast-paced, high-growth environment where the playbook is still being written.

Why Campfire

• Own revenue outcomes at a Series B company in a category that's being rebuilt for the AI era.

• Shape the sales motion and culture that will scale Campfire to its next stage.

• Competitive salary and OTE, meaningful equity, and full benefits.

• Work alongside exceptional operators and sell a product that's replacing software finance teams have been golden handcuffed by for decades.