Accounting Partner Lead

Responsibilities

• Identify, prioritize, and recruit accounting firms, CPA practices, and outsourced accounting/bookkeeping providers as Campfire channel partners.
• Own partner relationships end-to-end: onboarding, training, certification, and ongoing account management.
• Design and negotiate partnership terms, including referral structures, revenue share, and co-selling agreements.
• Build partner enablement content and processes — training materials, certification programs, and playbooks — so partner teams can confidently implement and recommend Campfire.
• Partner closely with Sales and Customer Success to convert partner referrals into pipeline and ensure a smooth handoff for joint clients.
• Track and report on partner-sourced pipeline, revenue, and partner health metrics; use data to prioritize investment across the partner portfolio.
• Represent Campfire at accounting industry events, conferences, and firm meetings to build the brand within the CPA community.
• Gather partner and market feedback and channel it to Product and Marketing to improve Campfire's fit for accounting-firm workflows.

Requirements

• 3–6+ years of experience in partnerships, channel sales, business development, or a related role — ideally with exposure to the accounting, fintech, or B2B SaaS ecosystem.
• Working knowledge of how accounting/CPA firms operate and make software recommendations to clients.
• Track record of sourcing, negotiating, and growing partner or channel relationships from scratch.
• Strong relationship-builder and communicator, comfortable working with firm partners and finance leaders alike.
• Comfortable owning a number and operating independently in a fast-moving, ambiguous environment.
• Data-driven approach to prioritizing partner investment and reporting on outcomes.
• Willingness to travel periodically for partner meetings and industry events.

Nice-to-Haves

• Prior experience at an accounting or bookkeeping firm, or in an accounting-adjacent software company.
• Existing relationships within the CPA or outsourced accounting community.
• Experience building a partnerships function or program from an early stage.