Customer value lead

Watershed; San Francisco (CA); On-site; USD 90,000 - 120,000; Full time

Job summary

Watershed in San Francisco is seeking a candidate to manage decarbonization portfolios for major companies, focusing on enhancing retention and building operational infrastructure. This role emphasizes high ownership with autonomy from day one, requiring close collaboration with sales and account management teams.

A successful candidate will bring experience in delivering value in complex environments and will be integral to showcasing Watershed's impact with customers.

Qualifications

• Experience in a B2B or client-facing environment, such as account management or consulting.
• Ability to help customers quantify the value they receive.
• Management experience in raising execution standards.

Responsibilities

• Own gross retention, including renewal forecasting, in collaboration with teams.
• Build and manage customer decarbonization portfolios.
• Create frameworks to convey impact and value to customers.
• Translate field observations into actionable product feedback.
• Develop and manage an operations team for scalable delivery.

Skills

Building repeatable delivery systems

Quantifying value delivery

Coordination with stakeholders

Comfort in zero-to-one environments

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

Watershed’s Decarbonization Solutions business (fka Marketplace) helps large enterprises execute on their clean energy and carbon commitments, from renewable energy procurement to carbon removals and onsite solutions. We’ve built the advisory and delivery foundations and executed on >$100M in purchases. Now we need someone to systematize how we make delivery more scalable, showcase our value, and build retention into a predictable outcome.

You’ll build and manage decarbonization portfolios for some of the world’s largest companies, own the gross retention number for a multi-million-dollar business, and put in place the operating infrastructure that makes our value clear to every stakeholder who matters. This is a high-ownership role on a small, high-output team, with real autonomy from day one and a direct line to commercial outcomes.

What you’ll do

• Own gross retention, including renewal forecasting, in close coordination with CSMs, Sales, and Account Management.
• Build and manage customer decarbonization portfolios. Own procurement and fulfillment directly, and coordinate internal advisory experts to structure the right solutions for each customer.
• Make our impact clear to customers. Build the frameworks that help customers understand and quantify the value we deliver, and design the feedback loops that inform product direction.
• Bring product mindset to customer work. Translate what you’re seeing in the field into actionable product feedback that sharpens our offering as we target more complex customers and problems.
• Build and scale the operations function. Manage and develop a small ops team, and put in place the execution infrastructure that makes delivery repeatable as we grow.

You might be a fit if you

• Have built repeatable delivery systems in a complex B2B or client‑facing environment - post‑sale, account management, customer success, or consulting.
• Know how to help customers understand and quantify the value they’re getting and can translate complex work into outcomes that hold up to executive and financial scrutiny.
• Are excited to hold commercial outcomes: retention and forecasting.
• Operate credibly with senior customer stakeholders and can coordinate across subject matter experts to keep delivery on track.
• Are comfortable working in a zero‑to‑one environment and love going deep on new domains.

Nice to have

• Have familiarity with energy, renewables, or carbon markets. You don’t need all three; the domain is learnable, but a head start accelerates ramp.
• Care about decarbonization and want to help customers make decisions they feel confident defending internally.
• Have managed a small team and can raise execution standards without adding unnecessary process.
• Use AI and automation tools as standard practice.

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.