Job description

ABOUT CAMPFIRE Campfire is the AI-native ERP redefining how finance teams operate. We replace legacy systems like NetSuite, SAP, and Oracle with a unified platform for the general ledger, revenue automation, and close management - powered by our proprietary Large Accounting Model. We're backed by Accel, Ribbit Capital, Foundation Capital, and Y Combinator, and trusted by fast-growing companies like Decagon, Replit, and Klarity. With more than $100m in funding so far, we're scaling the team that closes and expands relationships with modern finance leaders. THE ROLE We're hiring a Sales Manager to lead a team of Account Executives - the people who take a qualified opportunity and turn it into a closed, thriving Campfire customer. You'll own quota attainment for your team, coach AEs through complex, consultative sales cycles into finance and accounting orgs, and instill the rigor and discipline of a high-performing sales floor. This is a player-coach leadership role for someone who loves the deal, knows how to develop closers, and wants to help build a repeatable, scalable sales motion from an early foundation. WHAT YOU'LL DO - Lead, coach, and develop a team of Account Executives to consistently meet and exceed revenue targets. - Own your team's number: forecast accurately, manage the pipeline, and drive quota attainment quarter over quarter. - Coach AEs through full-cycle, consultative deals - discovery, business-case building, multithreading, negotiation, and close - selling to CFOs, VPs of Finance, and Controllers. - Run disciplined deal reviews and pipeline inspection, help reps navigate complex, multi-stakeholder evaluations that often displace incumbent ERPs. - Refine and document the sales playbook: qualification frameworks (e.g., MEDDPICC), messaging, and repeatable close plans. - Partner with SDR Managers on pipeline quality and handoffs, and with Marketing, Product, and Solutions Consultants on what's needed to win. - Hire and onboard new AEs, and build a ramp program that gets them productive quickly. - Build the team from the ground up - source, interview, and hire AEs, and design a ramp program that gets new reps productive quickly - Maintain clean forecasting and CRM hygiene, and report on team performance to leadership. - Foster a culture of accountability, coaching, and winning - where reps are challenged and supported in equal measure. WHAT YOU'LL BRING - 2+ years managing a quota-carrying AE team, with a consistent record of hitting and exceeding team targets. - A strong personal track record closing B2B SaaS deals before you moved into management - ideally mid-market or enterprise. - Track record of holding Account Executives accountable for self-sourced outbound prospecting in a full-cycle sales motion - not just managing our inbound-heavy pipeline. - Experience selling technical or finance-oriented products; familiarity with the office of the CFO, ERP, fintech, or accounting workflows is a big plus. - Command of a modern sales methodology (MEDDPICC, Command of the Message, Challenger, or similar) and the ability to teach it. - Sharp forecasting instincts and comfort running data-driven pipeline reviews. - A genuine coaching orientation - you measure your success by your team's growth and results. - Thrive in a fast-paced, high-growth environment where the playbook is still being written. WHY CAMPFIRE - Own revenue outcomes at a Series B company in a category that's being rebuilt for the AI era. - Shape the sales motion and culture that will scale Campfire to its next stage. - Competitive salary and OTE, meaningful equity, and full benefits. - Work alongside exceptional operators and sell a product that's replacing software finance teams have been golden handcuffed by for decades.

Requirements

Must-haves

Lead, coach, and develop a team of Account Executives to consistently meet and exceed revenue targets.
Own your team's number: forecast accurately, manage the pipeline, and drive quota attainment quarter over quarter.
Coach AEs through full-cycle, consultative deals - discovery, business-case building, multithreading, negotiation, and close - selling to CFOs, VPs of Finance, and Controllers.
Run disciplined deal reviews and pipeline inspection, help reps navigate complex, multi-stakeholder evaluations that often displace incumbent ERPs.
Refine and document the sales playbook: qualification frameworks (e.g., MEDDPICC), messaging, and repeatable close plans.
Partner with SDR Managers on pipeline quality and handoffs, and with Marketing, Product, and Solutions Consultants on what's needed to win.
Hire and onboard new AEs, and build a ramp program that gets them productive quickly.
Build the team from the ground up - source, interview, and hire AEs, and design a ramp program that gets new reps productive quickly
Maintain clean forecasting and CRM hygiene, and report on team performance to leadership.
Foster a culture of accountability, coaching, and winning - where reps are challenged and supported in equal measure.
2+ years managing a quota-carrying AE team, with a consistent record of hitting and exceeding team targets.
A strong personal track record closing B2B SaaS deals before you moved into management - ideally mid-market or enterprise.
Track record of holding Account Executives accountable for self-sourced outbound prospecting in a full-cycle sales motion - not just managing our inbound-heavy pipeline.
Experience selling technical or finance-oriented products; familiarity with the office of the CFO, ERP, fintech, or accounting workflows is a big plus.
Command of a modern sales methodology (MEDDPICC, Command of the Message, Challenger, or similar) and the ability to teach it.
Sharp forecasting instincts and comfort running data-driven pipeline reviews.
A genuine coaching orientation - you measure your success by your team's growth and results.
Thrive in a fast-paced, high-growth environment where the playbook is still being written.
Own revenue outcomes at a Series B company in a category that's being rebuilt for the AI era.
Shape the sales motion and culture that will scale Campfire to its next stage.
Competitive salary and OTE, meaningful equity, and full benefits.
Work alongside exceptional operators and sell a product that's replacing software finance teams have been golden handcuffed by for decades.

Nice-to-haves

None flagged.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

Platform: ashby
Effort: quick