VP, Sales/ CRO

As VP of Sales, you will own Campfire’s entire go-to-market revenue engine. You will be responsible for building, scaling, and operating a world-class sales organization that drives predictable, repeatable, and accelerating ARR growth.

You will partner closely with the CEO and executive team to define our GTM strategy, segmentation, pricing and packaging, and expansion motion. This is a builder + operator + executive leader role — you will personally shape our revenue architecture while also rolling up your sleeves to close strategic deals, develop leaders, and create the operating cadence that takes Campfire from Series B to category leader.

This is a rare opportunity to architect a modern ERP GTM engine from the ground up.

Key Responsibilities

Executive GTM Leadership

• Own company-wide revenue strategy, bookings targets, and long-term GTM roadmap.

• Define segmentation, ICP, pricing & packaging strategy in partnership with the CEO.

• Establish predictable revenue operations and forecasting discipline.

• Serve as a key member of the executive leadership team shaping company strategy.

Revenue Architecture & Sales Operations

• Design and scale a repeatable, data-driven sales motion (SMB → Mid-Market → Enterprise).

• Build sales operating rhythm: pipeline coverage, forecasting accuracy, deal reviews, win/loss analysis.

• Own HubSpot CRM architecture, reporting standards, and automation strategy.

• Create scalable sales playbooks, qualification frameworks, and pricing / negotiation guardrails.

Pipeline & Growth Engine

• Own pipeline generation strategy across outbound, inbound, partners, and expansion.

• Build strong alignment with Marketing and SDR leadership to ensure high-quality pipeline.

• Drive consistent deal progression, conversion rates, and velocity improvements.

• Personally engage in strategic, high-value enterprise opportunities.

Sales Team Leadership & Talent Building

• Recruit, hire, and develop a high-performing sales org (AEs, SDRs, Managers, future Directors).

• Build leadership bench and career paths.

• Coach deal strategy, discovery, executive selling, and value-based selling motions.

• Create a culture of accountability, excellence, and continuous improvement.

Cross-Functional Leadership

• Partner with Product to ensure customer feedback informs roadmap and packaging.

• Partner with Customer Success to build a world-class handoff, expansion, and renewal motion.

• Align with Finance and RevOps on planning, forecasting, compensation design, and capacity modeling.

Metrics, Forecasting & Reporting

• Own bookings, pipeline coverage, CAC efficiency, sales productivity, and forecasting accuracy.

• Provide board-level reporting and revenue insights.

• Build dashboards that track revenue health and GTM efficiency.

Ideal Candidate Profile

Experience

• 8–12+ years in B2B SaaS sales.

• 4+ years leading multi-layer sales teams (Managers, AEs, SDRs).

• Proven experience scaling revenue from early stage through growth.

• Strong background in complex, multi-stakeholder sales cycles.

• Bonus: ERP, accounting, finance, or mid-market SaaS experience.

• Bonus: First or early sales leader at a Series A/B company.

Skills & Leadership Traits

• Deep expertise in revenue architecture, forecasting, and operating cadence.

• Strong executive presence with founders, CFOs, and boards.

• Builder mentality with hands-on deal leadership.

• Exceptional hiring, coaching, and org-design capabilities.

• Data-driven decision maker with strong pattern recognition.

Why Join Campfire

Campfire is redefining ERP for modern finance teams — replacing legacy incumbents like NetSuite with an AI-first, automation-driven platform. Backed by top-tier investors and growing fast, we are entering a critical scaling phase. As VP of Sales, you will be the architect of Campfire’s revenue engine — building the foundation that powers our next decade of growth.