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Campfire is an AI-native ERP platform designed for mid-size and enterprise companies to streamline operations and accelerate growth. As Technical GTM Strategy & Operations Lead, you will serve as the connective hub between Sales Consultants, Sales, and Product teams, building the infrastructure, systems, and insights that enable rapid customer acquisition and successful pilots.
You will own the end-to-end technical GTM operations function, acting as operator, builder, and analyst. Key responsibilities include:
- Design and automate customer pilot and sandbox environments, creating baseline configurations that Sales Consultants can personalize for each prospect, with fast spin-up, reset, and teardown capabilities.
- Instrument and track pilot usage data—identifying which prospects are engaging, which product modules they're exploring, and how frequently—to assess pilot health and prospect engagement.
- Own conversion analytics from demo/pilot through POC to close, connecting product-touch data to deal outcomes to identify what drives successful deals.
- Build and maintain Sales Consultant performance analytics, providing leadership and the team with transparent, actionable views of what's working and where to invest.
- Manage the operations of demo-request routing, including configuration, round-robin logic, ramp-weighting, and admin relationships to ensure demos reach the right Sales Consultant.
- Develop internal tooling and automation for Sales Consultant workflows: provisioning scripts, agent templates, and handoff assets that increase team velocity.
- Lead pilot and feature enablement across the GTM organization, training Sales Consultants, Account Executives, and SDRs on new product capabilities as they ship.
- Establish competitive and field-signal instrumentation, standardizing how prospect feedback and competitive intelligence are captured during pilots and routed to Product as structured, actionable insights.
You will work in a fast-moving, hyper-growth environment with significant autonomy to define and shape the role. Campfire is a Y Combinator company that has raised over $100M (Series A and B, led by Accel and Ribbit Capital), headquartered in San Francisco.
QUALIFICATIONS:
- Experience in GTM operations, sales engineering, solutions/revenue operations, or technical enablement roles, ideally in fast-moving B2B SaaS environments.
- Strong background in accounting and finance topics to develop core understanding of product functionality.
- Technical builder's instinct: comfortable writing scripts, wiring up automation and integrations (APIs, internal tooling, AI agents), and standing up systems from scratch.
- Strong analytical skills with ability to define metrics, build tracking systems, and translate usage and pipeline data into decisions.
- Familiarity with GTM stack (CRM such as HubSpot, calendar/workspace admin, sandbox/demo environments) and ability to integrate tools.
- Excellent communication and training skills for Sales Consultants, Account Executives, and SDRs.
- Entrepreneurial mindset and desire to build from the ground up.
- Self-motivated and comfortable in fast-paced startup environments.
