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Watershed is an enterprise sustainability platform used by leading companies like Airbnb, Carlyle Group, FedEx, Visa, and Dr. Martens to manage climate and ESG data, produce audit-ready metrics for regulatory reporting (including CSRD), and drive real decarbonization. The company is at an inflection point as large enterprises rapidly scale climate programs in response to regulatory and stakeholder pressure.
You will be an early sales hire responsible for bringing Watershed to enterprise customers across North America, Europe, and Mexico. As a foundational member of the go-to-market organization, you'll own the full sales lifecycle from outbound prospecting through contract signature, working with companies of $1B+ revenue.
Key responsibilities:
- Sell Watershed to enterprise customers: identify decision-makers, educate them on effective climate programs, and drive adoption. You own the entire customer journey.
- Develop the Watershed sales playbook: define messaging strategy, organizational navigation approaches, and tools needed to build a repeatable, scalable sales machine.
- Source and develop pipeline in collaboration with industry-leading Marketing and Sales Development teams.
- Expand into new market segments and bring new platform capabilities to market.
- Provide customer feedback to shape Watershed's product strategy.
- Become a domain expert in climate, regulatory compliance, carbon reduction, clean energy, carbon removal, and supply chain decarbonization. You'll educate customers on navigating this complex landscape.
- Help build and scale the sales team as the organization grows.
This is a role for someone excited to build from zero to one, develop new processes, and take responsibility for the company's trajectory. You'll work from the San Francisco office 4 days per week.
REQUIREMENTS:
- 5–7+ years of sales excellence, particularly with enterprise customers at $1B+ revenue at an executive level
- 3+ years of demonstrated success selling SaaS enterprise deals in the $100k–$500k range
- Proven ability to lead from zero to one: building new playbooks, sales processes, and go-to-market narratives from scratch
- Consultative selling expertise: you listen deeply to customer needs and solve their problems rather than pushing features
- Comfort with complex, technical domains: you've sold into regulated or technical fields and enjoy becoming a subject-matter expert
- Track record of resourcefulness and accomplishing difficult goals
- Startup mindset: you want to take responsibility for company outcomes and move at speed
