SDR Manager

Job description

About Campfire Campfire is the AI-native ERP redefining how finance teams operate. We replace legacy systems like NetSuite, SAP, and Oracle with a unified platform for the general ledger, revenue automation, and close management — powered by our proprietary Large Accounting Model. We're backed by Accel, Ribbit Capital, Foundation Capital, and Y Combinator, and trusted by fast-growing companies like PostHog, Replit, and Klarity. With more than $100m in funding, we're scaling the team that puts Campfire in front of every finance leader who's tired of software built for the 1990s. THE ROLE We'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.