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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, unified platform. Backed by Y Combinator with $100M+ in funding (including a $35M Series A from Accel), the company operates offices in San Francisco, New York, and London.
You will build and lead Campfire's venture capital partnerships function from the ground up, designing a scalable program that engages venture firms, VC-backed companies, and the broader startup ecosystem. Working closely with the Head of PE & VC Practice, you'll be the strategic architect and primary point of contact for all VC partnerships.
Key responsibilities include:
- Design and launch the VC partnerships strategy, creating a repeatable operating model
- Build senior relationships with venture capital firms, accelerators, and ecosystem partners
- Develop partnership programs delivering mutual value: customer introductions, portfolio company engagement, co-marketing, thought leadership, and strategic intelligence
- Serve as the main external point of contact with a clear, compelling narrative for partnership
- Collaborate across Sales, Marketing, Product, Customer Success, Strategy, and Executive Leadership to convert partnerships into pipeline, revenue, adoption, and brand impact
- Build scalable processes for sourcing and managing VC partner opportunities, including referral workflows, partner enablement, reporting, and feedback loops
- Develop executive relationship plans for priority firms and coordinate senior leadership involvement
- Host and run Campfire's own VC events; represent the company at industry events, investor meetings, portfolio forums, and ecosystem gatherings
- Track market trends, investment activity, and emerging companies to identify strategic opportunities and inform internal strategy
Requirements:
- 3–7 years of experience in partnerships, business development, venture capital, startup ecosystems, strategic alliances, or related commercial roles
- Proven track record building a VC partnerships role, function, or program from zero to a repeatable operating model
- Established relationships and credibility with VC firms, investors, founders, and startup ecosystem leaders
- Demonstrated partnerships that delivered measurable business results
- Strong executive presence and ability to earn trust with senior external partners and internal stakeholders
- Excellent communication, negotiation, and relationship management skills
- Data-driven approach with ability to define KPIs and clearly report on partnership performance and impact
- Comfort in fast-moving environments and collaborative, low-ego mindset
- Willingness to be on the ground in San Francisco, attending multiple VC and ecosystem events weekly
Preferred qualifications:
- Experience in B2B SaaS, enterprise technology, fintech, AI, cloud, cybersecurity, developer tools, or high-growth technology sectors
- Strong background with Office of the CFO technology
- Experience building partner referral, co-selling, or ecosystem programs
