VC Partnerships Lead

Campfire · San Francisco

Base: $150K–$275K
OTE: Not disclosed
Quota attainment: Not disclosed
Posted: 1mo ago

Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.

Ask: “What percentage of fully ramped reps hit quota last year?”

Still open · checked 2h agoon Campfire's careers page

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What Campfire sells

Modern accounting software to replace old finance systems

When a finance team has to keep a company's books, they usually still do much of the work by hand on old software. The problem is, that old software was built for the 1990s and makes every step slow, so the month-end work piles up. Campfire is accounting software that replaces those old systems, handles billing and money coming in, and helps the team finish the books faster.

In plain English, from their own job posts. Something wrong? Tell us

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The Braun Read

Ask hard questions

Too much is left unsaid. Make them answer before you invest.

Pay: Base is listed but not OTE. Ask what the variable is and how many people hit it.
Transparency: Says nothing about quota, attainment, deal size, territory or sales cycle.
Pipeline: Doesn't say where pipeline comes from. Ask.
Time on market: Open 37 days. Normal, but not fresh.
Company hiring: 12 sales roles open, hiring at a steady pace.

Red lights

None spotted.

Green lights

Pays accelerators. Higher commission rates once you pass quota. Overperformance actually pays.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
2.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
3.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
4.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
5.
What's the OTE, and what did the median rep earn last year?
Base is what you're guaranteed. OTE and the median show the upside.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

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The role

Build Campfire's VC partnerships function, which sells an AI-native ERP for finance teams. Win over VC firms and ecosystem partners to drive customer referrals, co-marketing, and portfolio engagement.

Partnerships

Selling motion

Channel

Who you're selling to

Buyer:: Venture capital firms and VC-backed companiesIn their words: “engages venture firms, VC-backed companies, and the broader startup ecosystem”
Industry:: Venture capital and startup ecosystemIn their words: “build our venture capital partnerships function from the ground up”

Pipeline expectations

Not stated in the posting.

Compensation

$150K–$275K base

What is not disclosed

This posting doesn't tell you:

OTE
Quota size
Quota attainment
Average deal size
Territory
Sales cycle length

The questions above cover the big ones.

Full posting

ABOUT CAMPFIRE Campfire is an AI-native ERP built for mid-sized and enterprise companies. We help finance and accounting teams replace spreadsheets, manual reconciliations, and disconnected systems with one modern platform. We’re backed by Y Combinator and have offices in San Francisco, New York, and London. We’ve raised more than $100 million, including a $35 million Series A led by Accel. About the Role We're looking for a strategic, well-connected partnerships leader to build our venture capital partnerships function from the ground up. You'll design and run a scalable program that engages venture firms, VC-backed companies, and the broader startup ecosystem. You'll work closely with our Head of PE & VC Practice, who will support you as you build the function. The ideal candidate has already built a VC partnerships role or program from scratch, ideally at a technology startup. Experience selling or partnering around Office of the CFO technology is a strong plus. What You'll Do - Design, launch, and own our VC partnerships strategy. - Build senior relationships with venture capital firms, accelerators, and other startup ecosystem partners. - Create partnership programs that deliver value to both sides, including customer introductions, portfolio company engagement, co-marketing, thought leadership, and strategic intelligence. - Serve as the main point of contact for VC partners, with a clear and consistent story for why they should work with us. - Work closely with Sales, Marketing, Product, Customer Success, Strategy, and Executive Leadership to turn partnership activity into pipeline, revenue, adoption, and brand impact. - Build repeatable ways to source and manage opportunities from VC partners, including referral processes, partner enablement, reporting, and feedback loops. - Develop executive relationship plans for priority firms, and bring in senior leadership where it will strengthen the partnership. - Host and run our own VC events, and represent the company at industry events, investor meetings, portfolio company forums, and ecosystem gatherings. - Track market trends, investment activity, and emerging companies to spot strategic opportunities and inform internal decisions. What You'll Bring - 3–7 years of experience in partnerships, business development, venture capital, startup ecosystems, strategic alliances, or a related commercial role. - Proven experience taking a VC partnerships role, function, or program from zero to a repeatable operating model. - Established relationships and credibility with VC firms, investors, founders, and startup ecosystem leaders. - A track record of partnerships that delivered measurable business results. - Strong executive presence and the ability to earn trust with senior external partners and internal stakeholders. - Excellent communication, negotiation, and relationship management skills. - Data-driven judgment, including the ability to define KPIs and clearly report on partnership performance and impact. - Comfort working in a fast-moving environment. - A collaborative, low-ego approach: you're happy to roll up your sleeves, work across teams, and learn from our Head of PE & VC Practice. - Willingness to be on the ground in San Francisco, attending several VC and ecosystem events each week. Preferred Qualifications - Experience in B2B SaaS, enterprise technology, fintech, AI, cloud, cybersecurity, developer tools, or another high-growth technology category. Experience with Office of the CFO technology is strongly preferred. - Experience building partner referral, co-selling, or ecosystem programs.

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