Watershed is the enterprise sustainability platform. Companies like Airbnb, Carlyle Group, FedEx, Visa, and Dr. Martens use Watershed to manage climate and ESG data, produce audit-ready metrics for voluntary and regulatory reporting including CSRD, and drive real decarbonization. We are looking for team members who love product-building, want to work hard at a mission-oriented startup, and will collaborate with us in shaping the culture of a growing team.
We have offices in San Francisco, New York, Denver, London, Paris, Berlin, Sydney, Mexico City, and remote team members across the US and Europe. We hope that you'll be interested in joining us!
The roleWe’re looking for early sales hires to bring Watershed to more companies. We’re at an inflection point: every large company is launching and scaling climate programs as pressure for action builds every day. You’ll do whatever it takes to get those companies on Watershed and help them be effective. As a foundational member of our go-to-market organization, you’ll help build the sales playbook, shape Watershed’s product, and help us build a stellar team.
You will:
Sell Watershed. Find your way to the right people at leading companies, educate them about effective climate programs, and help them succeed with Watershed. You’ll own the full lifecycle, from first outbound to contract signature
Develop the Watershed sales playbook—what’s the best messaging? how do we triangulate through the org? what tools do we need?—into a repeatable machine
Source pipeline. You’ll be supported by industry-leading Marketing and Sales Development teams and will take our message outbound to the market alongside them.
Take Watershed into new market segments and bring new platform capabilities to market
Shape Watershed’s product strategy by sharing feedback from customers on the front line
Become an expert in climate, and educate companies on how they should navigate the world of regulatory compliance, carbon reduction targets, clean energy, carbon removal, and decarbonizing supply chains
Help build and scale the sales team
You might be a fit if you:
Have 5-7+ years of sales excellence, especially with enterprise customers ($1B+ revenue) at an executive level
3+ years of demonstrated success selling SaaS enterprise at $100k-500K deals
Are excited to lead from zero to one. You love to build things from scratch—new playbooks for navigating organizations and ways to tell the Watershed story
Are an excellent consultative seller. You listen deeply to customers and excel by helping them solve their problem
Love going deep on new domains. You’ve sold products in complex or technical fields, and relish becoming an expert on your subject matter. You’re voraciously curious. You’re excited to learn everything about climate and help companies navigate this space
Have a track record of doing whatever it takes to get things done. You’ve accomplished things that others thought were impossible. You’re relentlessly resourceful
Want to join a startup, take responsibility for the fate of the company, and move fast
Must be willing to work from an office 4 days per week (except for remote roles)
Watershed has hub offices in San Francisco, New York, London, and Mexico City and satellite offices in Denver, Sydney, Paris, and Berlin. Where we have offices, employees are expected to be in office for 4 days per week. Certain jobs are open to being remote and will be specifically noted on the jobs page and in the job description if so.
What’s the interview process like?
It starts the same for every candidate: getting to know the team members through 1 to 2 conversations about Watershed, your experience, and your interests. Next steps can vary by role, but usual next steps are a skill or experience interview (e.g. a coding interview for an engineer, a portfolio review for a designer, deeper experience call for other roles) which leads to a virtual or in person interview panel. We prioritize transparency and lack of surprise throughout the process.
What if I need accommodations for my interview?
At Watershed, we are dedicated to ensuring an inclusive recruitment process. We provide reasonable accommodations for candidates with disabilities, long-term conditions, mental health needs, religious observances, neurodivergence, or pregnancy-related support requirements. If you need assistance during your process, please contact your recruiter.
Skills Required
- 5–7+ years of sales experience and demonstrated excellence with enterprise customers, particularly companies exceeding $1 billion in revenue
- 3+ years of demonstrated success selling enterprise SaaS products in deals valued at $100,000–$500,000
- Experience developing new sales playbooks and building sales processes from zero to one
- Excellent consultative selling skills and ability to solve customer problems
- Experience selling products in complex or technical fields
- Strong curiosity and willingness to become an expert in climate and sustainability
- Track record of resourcefulness and delivering difficult results
- Willingness to work at a startup and take responsibility for company outcomes
- Willingness to work from an office four days per week, except for designated remote roles
What We Do
Watershed is the enterprise climate platform. Leading companies like Walmart, Stripe, Spotify, Klarna, and Twitter use Watershed's software to measure, reduce, and report their carbon emissions. With its state-of-the-art carbon data engine, in-house climate experts, and marketplace of high-quality decarbonization initiatives, Watershed provides audit-grade emissions data to power business value creation, regulatory compliance, and global climate impact. Watershed’s advisors and investors include Mark Carney, Christiana Figueres, Al Gore, Sequoia, and Kleiner Perkins. Watershed is based in San Francisco, Calif., and London, U.K.
Gallery
.png){kind=logo}
