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Watershed is an enterprise sustainability platform used by 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.
In this senior role, you will lead end-to-end partnerships for Watershed's largest North American advisory, services, and systems integrator partners. You'll work directly with the Head of Partnerships and collaborate across Sales, Product, Legal, and Finance to expand the partner ecosystem and drive business outcomes.
Key responsibilities:
- Expand and strengthen the North American Watershed partner ecosystem by understanding product roadmap and go-to-market strategy to identify optimal partnership opportunities
- Own partnerships end-to-end: develop terms, execute agreements, onboard partners, and communicate partner successes across the company
- Drive sales pipeline and improve win and retention rates across your partnerships (key success metric)
- Serve as a thought leader for the partner program, bringing insights from partners and customers back to Sales, Customer Success, and Product to shape revenue and delivery workstreams
- Design scalable co-sale models and ensure clear, effective cross-team collaboration
You will combine strategic vision with operational know-how to drive results through collaboration with external partners and internal teams. This is a high-growth phase role with significant impact on expanding Watershed's category-leading customer base.
The role is based in the New York office. San Francisco-based or remote candidates will be considered on a case-by-case basis. Must be willing to work from an office 4 days per week.
REQUIREMENTS:
- 6+ years in strategy consulting, business development, partnerships, or a combination of these
- Clear understanding of how large consulting firms and systems integrators work with solutions providers: how firms build practices, select technology partners, and generate revenue
- Track record of building something new (practice, offering, alliance, venture, or business line) and owning the results
- Commercial instincts: ability to design deals or programs where incentives work for both sides, backed by data
- Ability to set strategy and execute tactical work (e.g., draft co-marketing plans) with flexibility and range
- Credibility with senior partners and executives, combined with willingness to roll up sleeves
- Deeply collaborative mindset and desire to build bridges across Product, Marketing, Sales, and Customer teams
