GTM operations, sustainability advisory & services

Watershed; San Francisco (CA); On-site; USD 100,000 - 140,000; Full time

Job summary

Watershed is seeking a strategic operator in San Francisco to bolster its Sustainability Advisory & Services team, collaborating on decarbonization projects and enhancing operational efficiency.

The role entails building staffing models, improving delivery processes, and leveraging AI-driven workflows. The ideal candidate has 5-7 years in consulting or operations, excels in data analysis, and is ready to contribute to a mission-oriented startup.

This position requires in-office presence 4 days a week, fostering a collaborative work environment.

Qualifications

• 5-7 years in management consulting or operations at a high-growth B2B SaaS company.
• Proven success in driving operational excellence and building repeatable systems.
• Hands-on experience with Salesforce, SQL, and BI tools.

Responsibilities

• Build the staffing models that turn business data into resourcing recommendations.
• Own the dashboards that track the health of the services business.
• Ship AI-first operational workflows and internal tooling.
• Run the operating cadence for cross-team execution.
• Design and improve delivery processes to ensure high quality.
• Drive the strategic planning process and lead complex initiatives.
• Partner with leadership to drive key decisions and deliver against KPIs.

Skills

Management consulting experience

Data analysis expertise

Operational excellence

Salesforce proficiency

Strong communication skills

Tools

SQL

BI tools (Sigma, Looker)

AI tools (Claude Code, Cursor)

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 is on a mission to help companies measure, reduce, remove, and report their emissions. We’re looking for a strategic operator to join GTM Operations, focused on our Sustainability Advisory & Services organization, which is made up of four global teams. Together they deliver the advisory and professional services – measurement, reporting, target‑setting, and decarbonization – that hundreds of enterprise customers rely on to act on that mission.

You’ll be the operational partner for this organization – running the operating rhythm, owning long‑term planning and complex cross‑functional workstreams, building the systems and AI‑driven workflows that improve how the team delivers, and turning data into decisions that raise the quality and efficiency of the whole function.

This is a role for a builder – someone who ships what they design and has already rewired their day around AI. You’ll have real scope to define how a modern services and advisory operation runs, and leadership will expect you to push the function forward. Success means a services organization that plans with confidence, staffs against real capacity, and has AI embedded in how it operates day‑to‑day.

This role can be based in our New York or San Francisco offices.

You will:

• Build the staffing, capacity, and forecasting models that turn business data into clear resourcing recommendations and inform budgeting and staffing decisions across services and advisory.
• Own the dashboards, models, and reporting infrastructure that track the health of the services business, surfacing problems and strategic takeaways and giving leadership real‑time visibility into utilization, capacity, and delivery quality.
• Ship AI‑first operational workflows and internal tooling that change how the team plans, staffs, and delivers day‑to‑day, turning manual processes into systems that scale.
• Run the operating cadence – weekly capacity and resource reviews, customer assignments, and workload management – to keep cross‑team execution on track.
• Design and improve the delivery processes behind a high‑quality, repeatable services operation, identifying opportunities, developing hypotheses, and executing tightly scoped projects end‑to‑end.
• Drive the strategic planning process – OKR setting, business reviews, and long‑range planning – and lead complex, multi‑workstream initiatives from conception through implementation to shape investment priorities and roadmaps.
• Partner with Services leadership to drive the key decisions, hold teams accountable to their targets, and keep the organization delivering against its KPIs and the services mission.

The ideal candidate brings:

• 5‑7 years in management consulting and/or strategy and operations at a high‑growth B2B SaaS company, with a track record of owning complex workstreams end‑to‑end. Experience operating or scaling a professional services or delivery organization is a plus.
• Proven success driving operational excellence; you’ve built repeatable systems from design through implementation and optimization, and you hold strong opinions about what best‑in‑class operations looks like.
• Expert‑level modeling and data analysis; you’ve used data to generate insights across a broad range of business problems and can explain what the numbers mean to any audience.
• AI is already embedded in how you work, and you have a point of view on where it changes how operations teams run. Experience with Claude Code, Cursor, or similar tools is a strong plus.
• You’re hands‑on with Salesforce, SQL, and BI tools like Sigma or Looker, and you build your own systems while knowing when to bring in engineering for the bigger lifts.
• High ownership and a bias to action; you bring structure to ambiguity, translate strategic objectives into executable plans, sweat the details, and are tenacious about getting to the bottom of things.
• Excellent communication and stakeholder management skills; you can influence without direct authority and keep multiple priorities aligned across busy cross‑functional partners.

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.