The RoleWe're hiring a Sales Manager to lead a team of Account Executives - the people who take a qualified opportunity and turn it into a closed, thriving Campfire customer. You'll own quota attainment for your team, coach AEs through complex, consultative sales cycles into finance and accounting orgs, and instill the rigor and discipline of a high-performing sales floor. This is a player-coach leadership role for someone who loves the deal, knows how to develop closers, and wants to help build a repeatable, scalable sales motion from an early foundation.
What You'll Do- Lead, coach, and develop a team of Account Executives to consistently meet and exceed revenue targets.
- Own your team's number: forecast accurately, manage the pipeline, and drive quota attainment quarter over quarter.
- Coach AEs through full-cycle, consultative deals - discovery, business-case building, multithreading, negotiation, and close - selling to CFOs, VPs of Finance, and Controllers.
- Run disciplined deal reviews and pipeline inspection, help reps navigate complex, multi-stakeholder evaluations that often displace incumbent ERPs.
- Refine and document the sales playbook: qualification frameworks (e.g., MEDDPICC), messaging, and repeatable close plans.
- Partner with SDR Managers on pipeline quality and handoffs, and with Marketing, Product, and Solutions Consultants on what's needed to win.
- Hire and onboard new AEs, and build a ramp program that gets them productive quickly.
- Build the team from the ground up - source, interview, and hire AEs, and design a ramp program that gets new reps productive quickly
- Maintain clean forecasting and CRM hygiene, and report on team performance to leadership.
- Foster a culture of accountability, coaching, and winning - where reps are challenged and supported in equal measure.
What You'll Bring- 2+ years managing a quota-carrying AE team, with a consistent record of hitting and exceeding team targets.
- A strong personal track record closing B2B SaaS deals before you moved into management - ideally mid-market or enterprise.
- Track record of holding Account Executives accountable for self-sourced outbound prospecting in a full-cycle sales motion - not just managing our inbound-heavy pipeline.
- Experience selling technical or finance-oriented products; familiarity with the office of the CFO, ERP, fintech, or accounting workflows is a big plus.
- Command of a modern sales methodology (MEDDPICC, Command of the Message, Challenger, or similar) and the ability to teach it.
- Sharp forecasting instincts and comfort running data-driven pipeline reviews.
- A genuine coaching orientation - you measure your success by your team's growth and results.
- Thrive in a fast-paced, high-growth environment where the playbook is still being written.
Why Campfire- Own revenue outcomes at a Series B company in a category that's being rebuilt for the AI era.
- Shape the sales motion and culture that will scale Campfire to its next stage.
- Competitive salary and OTE, meaningful equity, and full benefits.
- Work alongside exceptional operators and sell a product that's replacing software finance teams have been golden handcuffed by for decades.
