Account executive, enterprise - NAMER

Watershed; San Francisco (CA); On-site; USD 240,000 - 265,000; Full time

Job summary

Watershed, the enterprise sustainability platform, is seeking an early sales hire to bring Watershed to more companies. You’ll own the full lifecycle from outbound to contract, help build the sales playbook, and influence product strategy while growing a stellar team.

You will educate executives on climate programs and regulatory requirements, navigate complex organizations, and scale the sales function across Watershed’s offices and remote teams.

Qualifications

• 5-7+ years of sales excellence with enterprise customers ($1B+ revenue) at an executive level
• 3+ years selling SaaS enterprise at $100k-500k deals
• Lead from zero to one; build new playbooks for navigating organizations
• Excellent consultative selling; listen and solve problems for customers
• Deep interest in climate; become an expert on regulatory compliance, carbon targets, and decarbonization
• Track record of getting things done in fast-paced startups
• Desire to join a startup and own outcomes

Responsibilities

• Sell Watershed across large enterprises; manage the full lifecycle from outbound to contract
• Develop the Watershed sales playbook and repeatable processes
• Source pipeline with Marketing and SDR teams
• Enter new market segments and bring new platform capabilities to market
• Shape product strategy by relaying customer feedback
• Educate companies on climate, compliance, and decarbonization topics
• Help build and scale the sales team

Skills

Enterprise sales

SaaS

Executive engagement

Consultative selling

Climate domain knowledge

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.

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, 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 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 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.

Compensation Range: $240K - $265K