Account executive, enterprise, ANZ

Watershed; Greater London; On-site; GBP 70,000 - 120,000; Full time

Job summary

A leading sustainability platform is seeking experienced sales professionals to join as early hires, driving the adoption of its climate-focused services. You will be responsible for developing a sales playbook, selling to enterprise customers, and shaping the product strategy. Ideal candidates have a track record in SaaS enterprise sales, with experience in $100k-$500K deals. The company values a fast-paced, startup environment where you can take initiative and grow your role significantly in addressing climate challenges.

Qualifications

• 5-7+ years of sales excellence, especially with enterprise customers.
• 3+ years of proven success selling SaaS enterprise at $100k-$500K deals.
• Excited to lead from zero to one, with a strong storytelling ability.

Responsibilities

• Find and educate target companies about Watershed.
• Develop a sales playbook for repeatable success.
• Shape product strategy with customer insights.
• Help build and scale the sales team.

Skills

Sales excellence

Consultative selling

Problem-solving

Leadership

Communication

Interest in climate

Job description

About Watershed

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, 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 role

We’re looking for early sales hires to bring Watershed to more companies. 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 get those companies on Watershed and help them be effective. 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.

Responsibilities

• Sell Watershed: Find the right people at leading companies, educate them about effective climate programs, and help them succeed with Watershed. Own the full lifecycle, from first outbound to contract signature.
• Develop the Watershed sales playbook—best messaging, organizational triangulation, and tools—to create a repeatable machine.
• Take Watershed into new market segments.
• Shape Watershed’s product strategy by sharing customer feedback.
• Become an expert in climate, educating companies on carbon reduction targets, clean energy, carbon removal, and decarbonizing supply chains.
• Help build the sales team.

Qualifications

• 5‑7+ years of sales excellence, especially with enterprise customers (5,000+ employees) at an executive level.
• 3+ years of proven success selling SaaS enterprise at $100k‑$500K deals.
• Excited to lead from zero to one. Love building new playbooks for navigating organizations and telling the Watershed story.
• Excellent consultative seller: listen deeply and help customers solve problems.
• Deep interest in new domains; sold in complex or technical fields, and eager to become a climate expert.
• Track record of doing whatever it takes to get things done; relentlessly resourceful.
• Want to join a startup, take responsibility, 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 Sydney, Paris, and Berlin. Where we have offices, employees are expected to be in office 4 days per week. Certain jobs may be remote; these will be specifically noted.

Interview process

It starts with 1–2 conversations to get to know the team, followed by skill or experience interviews (e.g., coding interview for engineers, portfolio review for designers, deeper experience call for other roles). A virtual or in-person interview panel follows. We prioritize transparency and lack of surprise.

Accommodations for interview

We are dedicated to ensuring an inclusive recruitment process and provide reasonable accommodations for candidates with disabilities, long‑term conditions, mental health needs, religious observances, neurodivergence, or pregnancy‑related support requirements. Contact your recruiter if you need assistance.