Tech Partnerships Lead

Responsibilities

• Build and manage relationships with Campfire’s technology partners.
• Identify and prioritize partners that matter most to customers and the business.
• Find and develop new partnership opportunities.
• Lead partnership discussions from introduction through negotiation, agreement, and launch.
• Collaborate with Sales and partners to share leads, pursue opportunities, and close business together.
• Work with Product and Engineering to prioritize integrations and define requirements.
• Coordinate partner launches and marketing programs, including webinars, content, events, and marketplace listings.
• Provide Sales and partners with training, materials, and messaging.
• Track partnership leads, pipeline, customers, and revenue.
• Evaluate performance and recommend future investment areas.

Requirements

• Significant experience building technology partnerships, business development relationships, or strategic alliances.
• Direct experience working with software or integration partners.
• Track record of partnerships generating customers, pipeline, or revenue.
• Experience negotiating commercial agreements, referral terms, revenue-sharing arrangements, and joint commitments.
• Strong understanding of business and finance software, including ERP, banking, payroll, spend management, and financial planning.
• Technical knowledge of APIs, data, and integrations, with the ability to explain technical concepts to nontechnical audiences.
• Strong commercial judgment and prioritization skills.
• Clear, persuasive written and verbal communication.
• Comfortable working in a fast-moving environment where programs and playbooks are still being developed.
• Willingness to work from the San Francisco or New York office and travel occasionally for partner meetings and events.

Nice to Have

• Experience at a fast-growing B2B software company, particularly in fintech, accounting, or ERP.
• Experience building a technology partnership program at an early-stage company.
• Familiarity with Crossbeam, HubSpot, or partner relationship management platforms.
• Experience managing people or interest in building and leading a team.

Compensation and Benefits

• Base compensation range of $200,000–$280,000.
• Meaningful equity.
• Medical, dental, and vision coverage.
• 401(k).
• $10,000 in family-building benefits through Carrot, plus parental leave.
• Daily catered meals in San Francisco, New York, and London offices.
• Commuter benefits and regular team events.