Account manager, enterprise

Watershed; United States; Hybrid; USD 120,000 - 240,000; Full time

Job summary

Watershed is recruiting early sales hires to protect and expand our customer base as a founding member of the go-to-market team. You’ll own relationships with executives at large accounts, educate them on effective climate programs, and drive continued value with Watershed.

You will help shape the product and packaging strategy, develop new GTM motions, and build a stellar sales organisation capable of rapid growth while maintaining an unprecedented focus on customer outcomes.

Qualifications

• 5+ years of enterprise SaaS sales experience to organizations with 5,000+ employees.
• Proven track record of managing the full sales cycle from prospecting to renewal.
• Ability to build sales playbooks and scale a new GTM function.
• Excellent communication and stakeholder management at executive levels.

Responsibilities

• Sell Watershed and manage the full commercial relationship post sale, from onboarding through renewal and beyond.
• Iterate on renewal playbooks and product positioning to drive value realization.
• Shape Watershed’s GTM strategy by incorporating frontline customer feedback.
• Become the climate domain expert and educate customers on carbon targets, clean energy, and decarbonization.
• Help build and scale the sales team.

Skills

Enterprise SaaS sales

Executive relationship management

Consultative selling

Go-to-market strategy

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, 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 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.