Global head of sales development San Francisco

Open CEDA; San Francisco (CA); Hybrid; USD 180,000 - 240,000; Full time

Job summary

Watershed seeks a Global Head of SDR to lead our Sales Development organization. You will manage inbound and outbound SDRs and the leaders responsible for performance, shaping our playbook, and accelerating pipeline generation worldwide.

Based in San Francisco, you will collaborate with Head of Sales and Head of Marketing to implement strategy, build a high-performing team, drive an AI-native tooling approach, and report on KPIs and pipeline health.

Qualifications

• 10+ years in B2B SaaS, with 5+ years in enterprise SaaS.
• 5+ years building and leading high-performing SDR orgs.
• Strong track record delivering large quarterly pipeline numbers.
• Experience selling in complex/technical fields with growing teams.
• Excellent collaboration with Marketing and Sales.
• Proven talent development and management for SDRs.
• Exceptional communication and feedback skills.
• Ability to lead from 1 to 10 and build scalable playbooks.
• Curiosity about climate tech and Watershed’s domain.

Responsibilities

• Lead global SDR team and implement an integrated account-based outreach strategy.
• Shape and execute a global sales development plan to meet pipeline targets.
• Drive a positive, collaborative culture focused on teamwork and growth.
• Align with Sales, GTM Ops, Marketing, CS, and Partnerships for a seamless customer experience.
• Oversee day-to-day SDR operations and set clear performance expectations.
• Champion AI-native systems and tooling with GTM Ops to empower the team.
• Report on KPIs, customer insights, roadblocks, and pipeline forecasts.

Skills

B2B SaaS leadership

Enterprise SaaS experience

Sales development leadership

Pipeline forecasting

Team leadership

Cross-functional collaboration

Talent development

Clear communication

Strategic planning

Adaptability

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 a Global Head of SDR to lead our Sales Development organization. You will be responsible for managing and developing our inbound and outbound SDR organization and the leaders that are responsible for their performance As a leader in our go-to-market organization, you’ll work directly with our Head of Sales and Marketing to refine our sales playbook, shape Watershed’s product, build a stellar team, and accelerate pipeline generation across the world.

This role is based in our San Francisco headquarters and is co-located with our North American SDR team.

You will:

• Lead global team to build an integrated account-based outreach strategy, shape a people development program to enable scaled career progression, and create operational rigor for consistent and predictable pipeline forecasting as we continue to scale our pipeline generation engine.

• Work with Watershed’s Head of Sales and Head of Marketing to implement a sales development plan and strategy to meet/exceed global pipeline generation targets.

• Drive energy and grow a positive and collaborative culture for today’s SDR teams that inspires teamwork, performance, and professional growth.

• Align with Sales, GTM Operations, Marketing, Customer Success, and Partnership teams on sales strategy, along with high-quality customer experiences between pre and post sales.

• Oversee day-to-day SDR operations while setting clear expectations and managing performance goals across the global sales development team.

• Drive an AI-native systems and tooling approach with GTM Operations to empower your teams

• Accurately report out on the team's performance, KPIs, customer insights, roadblocks and pipeline forecast.

You might be a fit if you:

• Have 10+ years of experience in B2B SaaS, with 5+ years of that in enterprise SaaS.

• Have 5+ years of experience building and managing high performing Sales Development orgs in enterprise SaaS.

• Have a strong track record of delivering on big quarterly pipeline numbers

• Have sold products in complex or technical fields, and can share relevant and complex prospecting, account navigation, and pipeline generation experience with a growing team.

• Have strong collaboration skills, particularly with Marketing and Sales

• You are great at talent development and management for SDR orgs

• Have a positive attitude, a love of close team collaboration, and a desire to move and grow quickly in a fast-paced startup environment.

• Have exceptional communication skills with an ability to give and receive feedback thoughtfully.

• Are excited to lead from one to ten. You love to build things — creating new playbooks for navigating strategic and enterprise organizations and ways to tell the Watershed story.

• Have a flexible, adaptive, and resilient character with a history of leaving systems, processes, and content better than you found them.

• Have a love of going deep on new domains. You’re voraciously curious. You’re excited to learn everything about climate and help companies navigate this space.

• Have extreme ownership of our customers’ first impressions of Watershed. Customers you’ve worked with in the past should rave about working with you.

• Have experience in high-growth, fast-paced startup environments, preferably with hybrid remote and in-office teams.

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.