The RoleWe're hiring an SDR Manager to build and lead the team that generates our pipeline. You'll own the top of the funnel - hiring, coaching, and scaling a team of sales development reps who turn cold and warm interest into qualified meetings for our Account Executives. This is a high-impact, hands-on leadership role: you'll be setting the outbound playbook, obsessing over conversion metrics, and developing the next generation of Campfire sellers. If you love the craft of prospecting and the challenge of turning a group of reps into a predictable pipeline engine, this is for you.
What You'll Do- Hire, onboard, and develop a team of SDRs, creating a culture of high activity, accountability, and continuous learning.
- Own top-of-funnel pipeline generation: set targets for meetings booked and qualified opportunities, and consistently hit them.
- Build and refine outbound sequences, messaging, and territory/account strategies tailored to finance leaders (CFOs, VPs of Finance, Controllers).
- Coach reps 1:1 on cold calling, email, social selling, objection handling, and multithreading into finance and accounting orgs.
- Partner closely with Marketing on inbound lead follow-up, campaigns, and MQL-to-SQL conversion.
- Partner with Sales leadership and AEs to ensure smooth handoffs and a shared definition of a qualified opportunity.
- Own your team's use of the tech stack (CRM, sales engagement, data/enrichment tools) and keep data clean and reporting accurate.
- Track, analyze, and report on funnel metrics - activity, conversion rates, and pipeline contribution - and use them to drive improvement.
- Create a clear career path that develops SDRs into future AEs and sales leaders.
What You'll Bring- 1+ years managing an SDR/BDR team, plus prior success as an SDR or AE yourself.
- A track record of building or scaling pipeline in a B2B SaaS environment - bonus points for selling into finance, fintech, or the office of the CFO.
- Strong command of outbound fundamentals and modern prospecting tools (e.g., Salesforce/HubSpot, Outreach/Salesloft, Apollo/ZoomInfo, LinkedIn Sales Navigator).
- A coaching mindset - you get energy from developing people and celebrating their wins.
- Data fluency: you make data-driven decisions from verified funnel metrics, can spot where a rep or a sequence is breaking down, and coach directly to those gaps.
- Comfort operating in a fast-moving, high-growth startup where you'll help define the process, not just follow it.
- Excellent communication skills and a genuine curiosity about how finance teams work.
Why Campfire- Ground-floor impact at a Series B company scaling one of the most exciting categories in software - AI-native finance.
- Build the pipeline engine that fuels the entire go-to-market motion.
- Competitive salary and OTE, meaningful equity, and full benefits.
