Tech Partnerships Lead

Campfire•San Francisco, CA

4d•$200,000 - $280,000•Hybrid

About The Position

Campfire is seeking a Tech Partnerships Lead to build and manage relationships with software companies that integrate with their AI-native ERP platform. This role involves owning partnerships from identification and negotiation to integration launch and revenue generation. The ideal candidate will help shape the partnership strategy, identify key investment areas, and drive customer acquisition and revenue through technology partnerships. This is a hands-on position for someone who wants to build and grow a partnership program in a fast-paced environment.

Requirements

Significant experience building technology partnerships, business development relationships, or strategic alliances.
Experience working directly with software or integration partners.
A track record of building partnerships that generated customers, pipeline, or revenue.
Confidence negotiating commercial agreements, referral terms, revenue-sharing arrangements, and joint commitments.
A strong understanding of business and finance software. You should be familiar with categories such as ERP, banking, payroll, spend management, and financial planning.
Enough technical knowledge to discuss APIs, data, and integrations with product and engineering teams—and explain those concepts clearly to nontechnical audiences.
Strong commercial judgment and an ability to prioritize the opportunities that can create the most value.
Clear, persuasive written and verbal communication.
Comfort working in a fast-moving environment where the program and playbook are still being built.
Willingness to work from our San Francisco or New York office and travel occasionally for partner meetings and events.

Nice To Haves

Experience at a fast-growing B2B software company, especially in fintech, accounting, or ERP.
Experience building a technology partnership program at an early-stage company.
Familiarity with tools such as Crossbeam, HubSpot, or a partner relationship management platform.
Experience managing people, or an interest in building and leading a team as the program grows.

Responsibilities

Build and manage relationships with Campfire’s technology partners.
Identify the partners that matter most to our customers and business, and focus our time accordingly.
Find and develop new partnership opportunities.
Lead partnership conversations from the initial introduction through negotiation, agreement, and launch.
Work with Sales and our partners to share leads, collaborate on opportunities, and close business together.
Partner with Product and Engineering to decide which integrations we should build and what each one needs to deliver.
Coordinate launches and marketing programs with partners, including webinars, content, events, and marketplace listings.
Give Campfire’s sales team and our partners the training, materials, and messaging they need to explain the partnership to customers.
Track the leads, pipeline, customers, and revenue generated through partnerships.
Regularly share what’s working, what isn’t, and where we should invest next.