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Campfire is building modern accounting software for startups and mid-size tech companies, competing directly with legacy ERPs like NetSuite. The company's AI-native general ledger handles close, revenue recognition, and reporting for finance teams that have outgrown QuickBooks.
As Deal Strategist, you will own how Campfire makes money on every deal. You'll drive pricing strategy, structure non-standard deals, model unit economics, and build the systems that make deal approval and quoting repeatable and scalable.
Key responsibilities:
- Structure and approve non-standard deals: multi-year ramps, discounts, buyouts, swaps, implementation fees, and payment terms. Turn complex AE requests into clean, defensible structures quickly.
- Build and evolve packaging and price book, moving toward value-based pricing grounded in customer outcomes.
- Own unit economics for each product and build business cases and pricing for new products and AI features before launch.
- Establish discount and approval policies: define who can approve what, which exceptions escalate, and create playbooks that let sales move fast without eroding margin.
- Model economics of channel and platform deals (e.g., fund administrators running clients on Campfire) to ensure Campfire captures its share of value.
- Underwrite deals by building models for margin, payback, LTV, and downstream impact on ARR, bookings, and quota credit.
- Build systems and automations powering quoting, approvals, and deal analytics across CRM and internal tools. Automate any manual process that repeats.
- Partner with sales leadership, legal, finance, and business operations on contract terms and live negotiations.
You'll work directly with leadership on decisions that move the business, with real authority to approve, reject, or restructure deals. Your code and judgment compound across every deal signed.
Requirements:
- 2–4 years in investment banking, management consulting, private equity, strategic finance, or related finance function. Experience at a high-growth technology company is a plus.
- Investor-trained mindset: think in returns, downside cases, and term sheets.
- AI-native work style: already use tools like Claude Code to build models, automate analysis, and ship real work (models, pipelines, tools people use).
- Intellectually sharp: identify structural flaws before others and explain them concisely.
- Clear communicator: walk leadership or board through complex deals or pricing changes and leave them with a decision.
- Extreme ownership: treat Campfire's revenue like your own money; stay on deals until they're right.
- Fast and decisive: prefer a good call today over a perfect one next week; own outcomes.
- Precise: speed doesn't mean sloppiness; check math and get details right, especially on pricing (mistakes compound across renewals).
- Comfortable with ambiguity: no playbook yet; you'll write it.
