Tech Partnerships Lead

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

Benefits offered by this job

Equity

Medical, dental, and vision

401(k)

Family-building benefits

Daily catered meals

Commuter benefits

Job summary

Campfire is seeking a Tech Partnerships Lead to build strong relationships with software partners across ERP, banking, payroll, spend management, CRM, FP&A, and revenue tools. You’ll own partnerships from identification through negotiation, integration, and joint go-to-market opportunities.

You’ll shape our partnership strategy, decide where to invest, and turn key technology partnerships into a meaningful source of customers and revenue.

Qualifications

• Significant experience building technology partnerships, business development relationships, or strategic alliances.
• Experience working directly with software or integration partners.
• A track record of building partnerships that generated customers, pipeline, or revenue.
• Confidence negotiating commercial agreements, referral terms, revenue-sharing arrangements, and joint commitments.
• A strong understanding of business and finance software, including ERP, banking, payroll, spend management, and FP&A.

Responsibilities

• Build and manage relationships with Campfire’s technology partners.
• Identify the partners that matter most to our customers and business, and focus our time accordingly.
• Find and develop new partnership opportunities.
• Lead partnership conversations from the initial introduction through negotiation, agreement, and launch.
• Work with Sales and our partners to share leads, collaborate on opportunities, and close business together.
• Partner with Product and Engineering to decide which integrations we should build and what each one needs to deliver.
• Coordinate launches and marketing programs with partners, including webinars, content, events, and marketplace listings.
• Give Campfire’s sales team and our partners the training, materials, and messaging they need to explain the partnership to customers.
• Track the leads, pipeline, customers, and revenue generated through partnerships.
• Regularly share what’s working, what isn’t, and where we should invest next.

Skills

Partnerships

Business development

Negotiation

Strategic thinking

Communication

Tools

Crossbeam

HubSpot

Job description

About Campfire

Campfire is an AI-native ERP built for mid-sized and enterprise companies. We help finance and accounting teams replace spreadsheets, manual reconciliations, and disconnected systems with one modern platform.

We’re backed by Y Combinator and have offices in San Francisco, New York, and London. We’ve raised more than $100 million, including a $35 million Series A led by Accel.

About the role

Campfire works best when it connects seamlessly with the rest of a company’s technology and finance stack. That’s where you come in.

We’re looking for a Tech Partnerships Lead to build strong relationships with the software companies our customers already use—from banking, payroll, and spend management platforms to CRM, FP&A, and revenue tools.

You’ll own these partnerships from beginning to end: identifying the right companies, building relationships, negotiating agreements, launching integrations, and creating opportunities for both companies to generate revenue together.

This is a hands-on role for someone who wants to build. You’ll help shape our partnership strategy, decide where we should invest, and turn our strongest technology partnerships into a meaningful source of customers and revenue.

What you’ll do

• Build and manage relationships with Campfire’s technology partners.

• Identify the partners that matter most to our customers and business, and focus our time accordingly.

• Find and develop new partnership opportunities.

• Lead partnership conversations from the initial introduction through negotiation, agreement, and launch.

• Work with Sales and our partners to share leads, collaborate on opportunities, and close business together.

• Partner with Product and Engineering to decide which integrations we should build and what each one needs to deliver.

• Coordinate launches and marketing programs with partners, including webinars, content, events, and marketplace listings.

• Give Campfire’s sales team and our partners the training, materials, and messaging they need to explain the partnership to customers.

• Track the leads, pipeline, customers, and revenue generated through partnerships.

• Regularly share what’s working, what isn’t, and where we should invest next.

What we’re looking for

• Significant experience building technology partnerships, business development relationships, or strategic alliances.

• Experience working directly with software or integration partners.

• A track record of building partnerships that generated customers, pipeline, or revenue.

• Confidence negotiating commercial agreements, referral terms, revenue-sharing arrangements, and joint commitments.

• A strong understanding of business and finance software. You should be familiar with categories such as ERP, banking, payroll, spend management, and financial planning.

• Enough technical knowledge to discuss APIs, data, and integrations with product and engineering teams—and explain those concepts clearly to nontechnical audiences.

• Strong commercial judgment and an ability to prioritize the opportunities that can create the most value.

• Clear, persuasive written and verbal communication.

• Comfort working in a fast-moving environment where the program and playbook are still being built.

• Willingness to work from our San Francisco or New York office and travel occasionally for partner meetings and events.

Nice to have

• Experience at a fast-growing B2B software company, especially in fintech, accounting, or ERP.

• Experience building a technology partnership program at an early-stage company.

• Familiarity with tools such as Crossbeam, HubSpot, or a partner relationship management platform.

• Experience managing people, or an interest in building and leading a team as the program grows.

Compensation and benefits

• Meaningful equity

• Medical, dental, and vision coverage

• 401(k)

• $10,000 in family-building benefits through Carrot, plus parental leave

• Daily catered meals in our San Francisco, New York, and London offices

• Commuter benefits and regular team events

Final compensation will depend on experience, location, and interview performance.

Our interview process

1. Initial chat with the Recruiting team

2. Introductory conversation with the Head of Tech Partnerships

3. A working session about Campfire’s technology ecosystem and where you would focus first- Case Study

4. Onsite : Conversations with people from Sales, Product, and Marketing & Final conversation with company leadership

Campfire is an equal opportunity employer. We do not discriminate based on race, color, religion, national origin, sex, gender identity or expression, sexual orientation, age, disability, veteran status, marital status, or any other characteristic protected by law. We provide reasonable accommodations throughout the hiring process.