About the role
About Campfire
Campfire is an AI-native ERP built for mid-sized and enterprise companies. We help finance and accounting teams replace spreadsheets, manual reconciliations, and disconnected systems with one modern platform.
We’re backed by Y Combinator and have offices in San Francisco, New York, and London. We’ve raised more than $100 million, including a $35 million Series A led by Accel.
About the Role
We're looking for a strategic, well-connected partnerships leader to build our venture capital partnerships function from the ground up. You'll design and run a scalable program that engages venture firms, VC-backed companies, and the broader startup ecosystem. You'll work closely with our Head of PE & VC Practice, who will support you as you build the function.
The ideal candidate has already built a VC partnerships role or program from scratch, ideally at a technology startup. Experience selling or partnering around Office of the CFO technology is a strong plus.
What You'll Do
- Design, launch, and own our VC partnerships strategy.
- Build senior relationships with venture capital firms, accelerators, and other startup ecosystem partners.
- Create partnership programs that deliver value to both sides, including customer introductions, portfolio company engagement, co-marketing, thought leadership, and strategic intelligence.
- Serve as the main point of contact for VC partners, with a clear and consistent story for why they should work with us.
- Work closely with Sales, Marketing, Product, Customer Success, Strategy, and Executive Leadership to turn partnership activity into pipeline, revenue, adoption, and brand impact.
- Build repeatable ways to source and manage opportunities from VC partners, including referral processes, partner enablement, reporting, and feedback loops.
- Develop executive relationship plans for priority firms, and bring in senior leadership where it will strengthen the partnership.
- Host and run our own VC events, and represent the company at industry events, investor meetings, portfolio company forums, and ecosystem gatherings.
- Track market trends, investment activity, and emerging companies to spot strategic opportunities and inform internal decisions.
What You'll Bring
- 3–7 years of experience in partnerships, business development, venture capital, startup ecosystems, strategic alliances, or a related commercial role.
- Proven experience taking 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.
- A track record of partnerships that delivered measurable business results.
- Strong executive presence and the ability to earn trust with senior external partners and internal stakeholders.
- Excellent communication, negotiation, and relationship management skills.
- Data-driven judgment, including the ability to define KPIs and clearly report on partnership performance and impact.
- Comfort working in a fast-moving environment.
- A collaborative, low-ego approach: you're happy to roll up your sleeves, work across teams, and learn from our Head of PE & VC Practice.
- Willingness to be on the ground in San Francisco, attending several VC and ecosystem events each week.
Preferred Qualifications
- Experience in B2B SaaS, enterprise technology, fintech, AI, cloud, cybersecurity, developer tools, or another high-growth technology category. Experience with Office of the CFO technology is strongly preferred.
- Experience building partner referral, co-selling, or ecosystem programs.