Technical GTM Strategy & Operations Lead

San Francisco · Full-time · Onsite · Posted Oct 1, 2026

At a glance

Campfire is an AI-native ERP designed for mid-size and enterprise companies to streamline operations and accelerate growth. With features like a powerful general ledger, AI-powered agents and actions, and seamless integrations with industry-leading solutions, Campfire caters to a diverse range of businesses, from tech companies to non-profits.
Headquartered in San Francisco, Campfire is a Y Combinator company that has raised over $100M across its Series A and Series B rounds, led by Accel and Ribbit Capital.

As our Technical GTM Strategy & Operations Lead, you will build the infrastructure and insight to support our technical GTM members.
This is the connective role between our SCs, Sales, and Product, acting as part operator, part builder, and part analyst.

Design and automate customer pilots and sandboxes, building baseline environments and tooling for fast, repeatable spin-up, reset, and teardown.
Instrument and track pilot usage to create a clear picture of pilot health and prospect engagement.
Own demo/pilot to POC to close conversion analytics by tying product-touch data to deal outcomes.
Build and track SC performance analytics to provide a shared view of what is working and where to invest.
Own the operations of SC demo-request routing including configuration, round-robin and ramp-weighting logic, and admin relationships.
Build internal tooling and automation for the SC workflow including provisioning scripts, agent templates, and handoff assets.
Lead pilot and feature enablement for the wider GTM org by training SCs, AEs, and SDRs on new product areas.
Stand up competitive and field-signal instrumentation to capture and route prospect feedback and competitive intel back to Product.

Experience in a GTM operations, sales engineering, solutions/revenue operations, or technical enablement role, ideally in a fast-moving B2B SaaS environment.
A strong background in accounting and finance related topics to develop a core understanding of production functionality.
Technical builder's instinct with comfort writing scripts, wiring up automation and integrations, and standing up systems from scratch.
Strong analytical skills with the ability to define metrics, build tracking, and turn usage and pipeline data into decisions.
Familiarity with the GTM stack including CRM, workspace admin, and sandbox/demo environments.
Excellent communicator who can train and enable others across roles.
Entrepreneurial mindset with a desire to help build something from the ground up.
Self-motivated and comfortable working in a fast-paced startup environment.