Technical GTM Strategy & Operations Lead

Campfire; San Francisco (CA); On-site; USD 140,000 - 210,000; Full time

Benefits offered by this job

Equity

Founders exposure

Autonomy to define role

Job summary

Campfire is seeking a Technical GTM Strategy & Operations Lead to build systems and insights that scale our technical GTM motions. You’ll bridge SCs, Sales, and Product, owning pilots, analytics, and enablement to shorten sales cycles and accelerate growth.

You will design repeatable pilot environments, instrument usage, and track performance across the GTM stack, ensuring demos land with the right SCs and that data drives decisions for product and sales strategy.

Qualifications

• Experience in a GTM operations, sales engineering, solutions/revenue operations, or technical enablement role in B2B SaaS.
• Strong analytical skills to define metrics and drive decisions from pilot data.
• Familiarity with HubSpot and sandbox/demo environments; ability to integrate tools.

Responsibilities

• Design and automate customer pilots and sandboxes with reusable baseline environments.
• Instrument pilot usage and translate data into pilot health metrics and engagement insights.
• Own analytics for demo/pilot→POC→close, linking product touch to deal outcomes.
• Build SC performance analytics for leadership visibility on what works.
• Operate pilot routing logistics and admin relationships to ensure proper scoping.
• Create internal tooling and automation for the SC workflow and provisioning scripts.
• Lead pilot enablement and GTM training across SCs, AEs, and SDRs.
• Instrument competitive signals and route feedback to Product as actionable data.

Skills

GTM operations

Sales engineering

Analytics

Automation scripting

APIs & integrations

Tools

HubSpot CRM

APIs

Internal tooling

Job description

ABOUT CAMPFIRE

Campfire is an AI-native ERP designed for mid-size and enterprise companies to streamline operations and accelerate growth. With features like a powerful general ledger, AI-powered agents and actions, and seamless integrations with industry-leading solutions, Campfire caters to a diverse range of businesses, from tech companies to non-profits.

Headquartered in San Francisco, Campfire is a Y Combinator company that has raised over $100M across its Series A and Series B rounds, led by Accel and Ribbit Capital.

THE ROLE

As our Technical GTM Strategy & Operations Lead, you will build the infrastructure and insight to support our technical GTM members. This is the connective role between our SCs, Sales, and Product. You will be part operator, part builder, and part analyst. You'll own the systems and processes that get our prospects into the our pilot programs faster, measure the data that tells us what's working, and the enablement that keeps the entire GTM org sharp on a product that ships every week.

If you like turning a high-performing but scrappy team into a well-instrumented machine, building the tooling, tracking the numbers, and running the pilots that shorten sales cycles, this is a role with enormous surface area and direct impact on our growth trajectory.

KEY RESPONSIBILITIES

• Design and automate our customer pilots and sandboxes: building the baseline environments SCs personalize for each prospect, and the tooling that makes spin-up, reset, and teardown fast and repeatable.

• Instrument and track pilot usage: who's touching the product, which modules, how often, and turn that into a clear picture of pilot health and prospect engagement.

• Own demo/pilot → POC → close conversion analytics, tying product-touch data to deal outcomes so we understand what actually moves good-fit deals forward.

• Build and track SC performance analytics, giving the team and leadership a shared, honest view of what's working and where to invest.

• Own the operations of our SC demo-request routing: configuration, round-robin and ramp-weighting logic, and the admin relationships that keep it running, so demos land with the right SC every time.

• Build internal tooling and automation for the SC workflow itself: provisioning scripts, agent templates, and the handoff assets that make SCs faster.

• Lead pilot enablement and feature enablement for the wider GTM org: training SCs, AEs, and SDRs on new product areas so the whole team can sell the value we're building as it ships.

• Stand up competitive and field-signal instrumentation: standardizing how prospect feedback and competitive intel get captured during pilots and routed back to Product as structured, actionable signal.

QUALIFICATIONS

• Experience in a GTM operations, sales engineering, solutions/revenue operations, or technical enablement role, ideally in a fast-moving B2B SaaS environment.

• A strong background in accounting and finance related topics to develop a core understanding of production functionality.

• Technical builder's instinct: comfortable writing scripts, wiring up automation and integrations (APIs, internal tooling, AI agents), and standing up systems from scratch rather than waiting for them.

• Strong analytical skills, with the ability to define the right metrics, build the tracking, and turn usage and pipeline data into decisions.

• Familiarity with the GTM stack (CRM such as HubSpot, calendar/workspace admin, sandbox/demo environments) and a knack for making tools talk to each other.

• Excellent communicator who can train and enable others, from SCs to AEs to SDRs.

• Entrepreneurial mindset with a desire to help build something from the ground up.

• Self-motivated and comfortable working in a fast-paced startup environment.

WHY CAMPFIRE

• Competitive compensation including meaningful equity.

• Opportunity to shape a product that is transforming how businesses manage their accounting.

• Work directly with the founding team and have significant impact on company direction.

• Build the backbone of a GTM org at a hyper-growth, AI-native company, with the autonomy to define the role as you go.