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Campfire is an AI-native ERP platform built for mid-sized and enterprise companies, helping finance and accounting teams replace spreadsheets and disconnected systems with a modern, integrated platform. Backed by Y Combinator with $100M+ raised (including a $35M Series A from Accel), Campfire operates offices in San Francisco, New York, and London.
As Tech Partnerships Lead, you will own the full lifecycle of technology partnerships—from identifying and building relationships with software companies in banking, payroll, spend management, CRM, FP&A, and revenue tools, through negotiation, integration launch, and revenue generation. This is a hands-on role where you'll shape partnership strategy, decide investment priorities, and turn strong partnerships into meaningful customer and revenue sources.
Key responsibilities include:
- Building and managing relationships with technology partners that matter most to Campfire's customers and business
- Identifying and developing new partnership opportunities
- Leading partnership conversations from initial introduction through negotiation, agreement, and launch
- Collaborating with Sales and partners to share leads and close business together
- Working with Product and Engineering to prioritize integrations and define requirements
- Coordinating launches and marketing programs (webinars, content, events, marketplace listings)
- Training Campfire's sales team and partners on partnership value and messaging
- Tracking leads, pipeline, customers, and revenue generated through partnerships
- Reporting on what's working, what isn't, and where to invest next
You'll work from the San Francisco or New York office with occasional travel for partner meetings and events.
REQUIREMENTS:
- Significant experience building technology partnerships, business development relationships, or strategic alliances
- Direct experience working with software or integration partners
- Proven track record of building partnerships that generated customers, pipeline, or revenue
- Confidence negotiating commercial agreements, referral terms, revenue-sharing arrangements, and joint commitments
- Strong understanding of business and finance software (ERP, banking, payroll, spend management, financial planning)
- Technical knowledge sufficient to discuss APIs, data, and integrations with product/engineering teams and explain concepts to non-technical audiences
- Strong commercial judgment and ability to prioritize high-value opportunities
- Clear, persuasive written and verbal communication
- Comfort in fast-moving environments where programs and playbooks are still being built
NICE TO HAVE:
- Experience at a fast-growing B2B software company, especially fintech, accounting, or ERP
- Experience building a technology partnership program at an early-stage company
- Familiarity with Crossbeam, HubSpot, or partner relationship management platforms
- Experience managing people or interest in building and leading a team as the program grows
