Head of Sales

1 week ago

San Francisco, CA, United States Campfire Software, Inc Full time
Location: San Francisco, CA (in-office, 5 days per week)
About the Role

As Head of Sales, you will be responsible for building and scaling Campfire's go-to-market (GTM) function from the ground up. You'll define and own our sales strategy, partner closely with the Founder/CEO, and play a hands-on role in driving revenue growth. This role is both strategic and execution-focused: you'll lead by example in running the full sales cycle while also building the processes, playbooks, and team to scale.

We're looking for a sales leader who thrives in ambiguity, brings strong ideas to the table, and is excited to grow with a hyper-growth startup. You'll set the tone for our sales culture, ensure operational excellence, and be a key driver of Campfire's success.
Key Responsibilities

Sales Leadership & Strategy
  • Own overall sales strategy, goals, and revenue targets.
  • Develop, implement, and continuously refine a repeatable sales playbook.
  • Partner with the CEO on GTM strategy, pricing, positioning, and target market expansion.
  • Build a customer-first culture with an emphasis on trust, long-term relationships, and value delivery.
Pipeline Generation & Management
  • Lead efforts to build and manage a high-quality pipeline aligned with Campfire's Ideal Customer Profile (ICP).
  • Oversee both outbound prospecting and inbound lead conversion; collaborate with SDRs and marketing to drive top-of-funnel growth.
  • Establish rigorous pipeline review processes and ensure consistent deal progression.
Sales Execution & Team Development
  • Personally manage key accounts and enterprise-level opportunities, from discovery through negotiation and close.
  • Deliver compelling product demos and communicate Campfire's value proposition to executive-level buyers.
  • Recruit, hire, and mentor a high-performing sales team (AEs, SDRs, managers) as we scale.
  • Provide regular coaching, training, and performance feedback to drive results and professional growth.
Cross-Functional Collaboration
  • Work closely with product and marketing teams to ensure market feedback informs product roadmap and messaging.
  • Partner with Customer Success to ensure smooth handoffs and long-term customer satisfaction.
  • Align with leadership on forecasting, resourcing, and business priorities.
Data, Metrics & Reporting
  • Establish and track key sales metrics (e.g., pipeline coverage, conversion rates, ARR growth).
  • Optimize use of CRM (HubSpot) and automation tools for accurate reporting and forecasting.
  • Use data-driven insights to refine sales tactics and improve team efficiency.
Ideal Candidate Profile

Experience
  • 6-10+ years in software sales, with at least 3+ years in a sales leadership role (Head of Sales, Director, VP, or equivalent).
  • Proven track record of building and leading high-performing sales teams at a high-growth startup or SaaS company.
  • Strong background in full-cycle sales (outbound prospecting → close).
  • Bonus: Experience selling mid-market finance or ERP software.
  • Bonus: Experience as the first sales leader in an early-stage startup.
Skills & Tools
  • Expertise in pipeline management, forecasting, and sales operations.
  • Deep experience with CRM tools (HubSpot preferred) and sales automation platforms.
  • Strong negotiation, storytelling, and executive communication skills.
  • Ability to design and implement repeatable sales processes.
Personal Attributes
  • Builder mentality: comfortable rolling up your sleeves while setting strategy.
  • Highly proactive, adaptable, and resilient in a fast-paced environment.
  • Natural leader who inspires, motivates, and holds teams accountable.
  • Growth mindset, with a passion for continuous learning and improvement.
Why Join Us

Campfire is on a mission to redefine the accounting software landscape, taking on incumbents like Netsuite to build modern accounting solutions for startups and mid-market tech companies. Backed by top investors and rapidly growing, we're at an inflection point-and you'll be at the center of driving our growth engine.

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