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Watershed is an enterprise sustainability platform helping companies like Airbnb, Carlyle Group, FedEx, Visa, and Dr. Martens manage climate and ESG data, produce audit-ready metrics for regulatory reporting (CSRD), and drive real decarbonization.
As Global Head of Solutions, you will lead and scale a globally distributed Solutions team of 17+ spanning North America, EMEA, and APAC. Reporting to the Head of Sales, you'll work closely with revenue leadership and founders to define how Solutions drives growth, strengthen cross-functional collaboration, and build processes and culture for the next phase of scale.
Key responsibilities include:
- Leading, hiring, coaching, and developing Solutions Consultants and Demo Analysts across three regions
- Managing a mix of managers and individual contributors with focus on leadership development and frontline execution
- Driving business impact by improving win rates, POC success rates, target attainment, and attach rates
- Evaluating and refining team structure and specialization to optimize scaling
- Shaping the B2B SaaS sales motion by optimizing Solutions-AE partnership and bringing technical depth to deals
- Developing scalable processes for fast-growth environments
- Fostering cross-functional collaboration with Sales, Product, Customer, and Security leadership
- Representing Watershed externally to customers, partners, and the climate/SaaS communities
- Embodying and championing Watershed's operating principles
Ideal candidates bring 10+ years of B2B SaaS Solutions leadership experience, including managing second-line teams. You excel at structured problem-solving, distilling complex technical value into executive narratives, and driving Solutions KPIs. You've successfully scaled team structures, managed both ICs and managers, and collaborate instinctively across functions. Passion for sustainability impact and alignment with Watershed's mission is essential.
The role is based in San Francisco or New York with regular travel (up to 25%) to global offices and sales meetings. Office presence required 4 days per week.
