Account executive, enterprise San Francisco New York City Remote - US

Position Overview

Watershed is the enterprise sustainability platform used by companies such as Airbnb, Carlyle Group, FedEx, Visa, and Dr. Martens. We manage climate and ESG data, produce audit-ready metrics for voluntary and regulatory reporting (including CSRD), and drive real decarbonization. Our ideal team members love product-building, thrive in a mission-oriented startup, and are excited to help shape our growing culture.

In this role, you will be one of the early sales hires responsible for bringing Watershed to more companies at a time when every large organization is launching a climate program. As a founding member of the go-to-market organization, you’ll build the sales playbook, influence product strategy with customer feedback, and help build a stellar team.

Location: San Francisco, New York, London, Paris, Berlin, Sydney, Mexico City, and remote team members across the US and Europe.
Schedule: In-office 4 days per week where applicable.

The interview process starts with 1 to 2 conversations to get to know the team and your experience, followed by role-specific assessments and panel interviews. We are also committed to an inclusive recruitment process—please reach out if you require accommodations.

Key Responsibilities

• Sell Watershed by identifying and engaging with the right stakeholders at leading companies; manage the full sales lifecycle from initial outreach to contract signature.
• Develop the Watershed sales playbook by refining messaging, determining organizational approaches, and identifying necessary tools to create a repeatable process.
• Expand Watershed into new market segments.
• Shape product strategy by relaying customer feedback from the front line.
• Become an expert in climate issues and advise companies on developing effective climate programs focused on carbon reduction, clean energy, carbon removal, and decarbonizing supply chains.
• Help build and expand the sales team as the organization grows.

Required Qualifications

• 5-7+ years of sales excellence with enterprise customers, particularly at the executive level in large organizations (5,000+ employees).
• 3+ years of demonstrated success selling SaaS enterprise solutions with deal sizes ranging from $100K to $500K.
• Experience in building new processes from scratch, including developing playbooks to navigate complex organizations.
• Excellent consultative selling skills with a strong ability to listen and solve customer problems.
• A proven track record of resourcefulness and a determination to accomplish challenging goals.
• A passion for learning about new domains, especially in complex or technical fields such as climate and sustainability.
• A strong desire to join a startup, take responsibility, and drive rapid growth.