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.