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 retain and expand Watershed customers. We’re at an inflection point: every large company is launching a climate program as pressure for action builds every day. You’ll do whatever it takes to ensure those companies are successful, happy, and continuing with Watershed. As a founding 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. Work with the right people at customer accounts, educate them about effective climate program development, as well as help them drive continuous improvements and business value with Watershed. You’ll own the full commercial relationship post sale, from onboarding through renewal and beyond.
Iterate on the Watershed renewal playbook— How do we best position new products to our customer base? What’s the best risk mitigation strategy? Where can we build more connectivity across key stakeholders ?—into a repeatable machine
Shape Watershed’s product, packaging, and new SKU GTM 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 carbon reduction targets, clean energy, carbon removal, and decarbonizing their supply chain
Help build the sales team
You might be a fit if you:
Have 5+ years of sales excellence, especially with enterprise customers (5,000+ employees) at an executive level
Have 3+ years of demonstrated success selling Enterprise SaaS 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+ years of sales experience with enterprise customers
- 3+ years selling Enterprise SaaS with $100k-500k deal sizes
- Experience selling into large enterprise customers (5,000+ employees) at executive level
- Strong consultative selling skills and customer relationship management
- Willingness to work from an office 4 days per week where a hub office exists
- Enthusiasm for learning and becoming an expert in climate, carbon reduction, and ESG topics
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.
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