Jobs at Watershed

Lead Watershed’s global Sales Development organization, managing inbound and outbound SDR teams and their leaders. Responsibilities include developing account-based outreach, building sales playbooks, driving pipeline generation, improving forecasting rigor, developing talent, managing performance, coordinating with Sales, Marketing, Operations, Customer Success, and Partnerships, and implementing AI-enabled tooling. The role is based in San Francisco with four days per week in the office and requires strong enterprise SaaS leadership experience.

Lead Watershed’s global compensation program across the U.S., EMEA, Australia, and Mexico. Own compensation planning cycles, benchmarking, salary ranges, cash and equity modeling, executive compensation, tools, workflows, data integrity, and employee education. Partner with Finance, Legal, Recruiting, People Operations, and business leaders to improve systems, reduce manual work, advise on compensation decisions, and execute programs accurately across multiple geographies.

Own enterprise customer relationships, retention, commercial health, renewals, and expansion opportunities. Build executive trust, connect sustainability data to business outcomes, identify and mitigate account risks, and advocate for customer needs internally. Collaborate with Sales, Product, and Services teams to deliver customer value and support sustainability goals. The role may require up to 10% travel and four days per week in an office where applicable.

Prospect enterprise companies, build qualified pipeline, and create urgency around climate action and Watershed’s sustainability platform. The role involves data-driven outbound outreach, educating prospects on carbon reduction, clean energy, carbon removal, and supply-chain decarbonization, while contributing to sales playbooks, processes, and product feedback. This position is based in Watershed’s San Francisco headquarters and requires working in the office four days per week.

Own and improve Watershed’s internal IT systems, SaaS platforms, device and asset lifecycle, employee onboarding and offboarding, access management, automations, integrations, macOS fleet management, conference room technology, and AI platform administration. Provide escalated technical support, partner with Security and People teams, maintain IT documentation and policies, and use automation and AI to improve employee productivity, security, and self-service.

Design, build, and operate Watershed’s cloud infrastructure across compute, databases, networking, deployments, and observability. The role involves improving reliability, security, cost efficiency, developer tooling, AI infrastructure, and deployment systems. Responsibilities include collaborating with product engineers, contributing to technical planning and design reviews, participating in 24/7 on-call rotations, and implementing lasting operational improvements.

Own strategic partnerships with major North American consulting and systems integration firms. Responsibilities include sourcing opportunities, designing co-sale models, negotiating agreements, onboarding partners, driving sales pipeline and retention, and sharing market insights with Sales, Product, Legal, Finance, and Customer teams. The role also shapes the future partner program and requires balancing strategic planning with hands-on execution.

Sell Watershed’s enterprise sustainability SaaS platform to large companies, managing the full sales lifecycle from outbound prospecting through contract signature. Build repeatable sales playbooks, source pipeline, enter new market segments, provide customer feedback to product teams, and educate prospects on climate strategy, ESG reporting, regulatory compliance, and decarbonization. Help scale the sales organization and work from an office four days per week where applicable.

Own the operational backbone for Customer Success, Sustainability Advisory, Services, and Support. Build customer operating models, forecasting systems, capacity plans, health scoring, reporting, and AI-driven workflows. Lead cross-functional initiatives from problem definition through implementation and adoption, partnering with Customer, Product, Data, Sales, and Finance leadership. The role requires hands-on GTM operations expertise, strong Salesforce and analytical skills, customer success fluency, and the ability to influence without authority.

Build and operate GTM systems and applied-AI for CRM, CPQ, call intelligence, lead routing, outbound activation, and agent orchestration. Partner with Data Science and GTM Ops to translate signals into workflows, drive adoption, measure business impact, and maintain deployment and AI dev infrastructure.

Leads a North American Customer Success team by hiring, coaching, and developing CSMs; driving satisfaction, retention, and expansion; and building scaled customer success programs. Develops playbooks, systems, AI-enabled engagement strategies, and lifecycle processes for enterprise customers. Partners cross-functionally with Product, Sales, Support, and Sustainability Advisory teams to advocate for customers, improve products, and scale the Customer Success organization.

Leads and scales Watershed’s globally distributed Solutions organization across North America, EMEA, and APAC. The role owns team hiring, coaching, structure, processes, and performance while partnering with Sales, Product, Security, and Customer leadership. Responsibilities include improving win rates, proof-of-concept success, attach rates, and quota attainment; optimizing the B2B SaaS sales motion; supporting executive customer engagements; and representing Watershed across global markets.

Own the integrated three-statement financial model, rolling forecasts, and cash model. Partner with Product, Engineering, Customer, RevOps, and Accounting to drive headcount, opex, and gross margin management, support strategic planning, pricing, and M&A analysis, and produce executive and board reporting for SaaS metrics.

Design end-to-end for AI-focused product teams: define vision, ship complex AI-enabled UX, perform discovery with customers and analytics, iterate on data-driven features, and partner with engineering, product, and go-to-market teams to deliver polished enterprise sustainability products.