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, London and Sydney, and remote team members across the US and Europe. We hope that you'll be interested in joining us!
The role
We’re looking for a Global head of SDR to oversee a team of inbound and outbound enterprise SDR’s and SDR Managers. We’re at an inflection point: every large company is launching a climate program as pressure for action builds every day. You will be responsible for hiring, developing and building out a global SDR organization. The team empowers our strategic and enterprise customers to measure, report and act with our enterprise sustainability platform at the core. As a founding leader of our go-to-market organization, you’ll work directly with our Head of Revenue to help build the sales playbook, shape Watershed’s product, build a stellar team, and accelerate pipeline generation across the world.
We are looking for this hire to be in our HQ office in San Francisco where our sales development team is based.
You Will:
- Lead team of global Sales Development Representatives & Managers, building an integrated account based outreach strategy, shape a people development program to enable scaled career progression, and create operational rigor for consistent & predictable pipeline forecasting as we continue to scale our pipeline generation engine.
- Work with Watershed’s Head of Revenue to implement and carry out a sales development go-to-market plan and strategy to meet/exceed pipeline generation targets for the global sales development team.
- Drive energy and grow a positive and collaborative culture that inspires teamwork, performance, and professional growth.
- Align with Sales, Revenue Operations, Marketing, Customer Success, and Partnership teams on sales strategy, along with high-quality customer experiences between pre and post sales.
- Facilitate “Voice of the Customer” feedback loop between Sales and Product/Engineering, Marketing, Post-Sales and Support.
- Identify product and technology opportunities with Enterprise customers and present a point of view to Watershed’s Product and Leadership Team.
- Oversee day-to-day sales development representatives operations while setting clear expectations and managing performance goals across the global sales development team.
- Accurately report out on the team's performance, KPIs, customer insights, roadblocks and pipeline forecast.
You might be a fit if you:
- Have 10+ years of experience in B2B SaaS.
- Have 5+ years of experience building and managing a high performing Sales Development Org in B2B SaaS.
- Have a positive attitude, a love of close team collaboration, and a desire to move and grow quickly in a fast-paced startup environment.
- Have exceptional communication skills with an ability to give and receive feedback thoughtfully.
- Are excited to lead from zero to one. You love to build things from scratch— creating new playbooks for navigating organizations and ways to tell the Watershed story.
- Have a flexible, adaptive, and resilient character with a history of leaving systems, processes, and content better than you found them.
- Have sold products in complex or technical fields, and can share relevant and complex prospecting, account navigation, and pipeline generation experience with a growing team.
- Have a love of going deep on new domains. You’re voraciously curious. You’re excited to learn everything about climate and help companies navigate this space.
- Have extreme ownership of our customers’ first impressions of Watershed. Customers you’ve worked with in the past should rave about working with you.
- Have experience in high-growth, fast-paced startup environments, preferably with hybrid remote and in-office teams.
At Watershed, we strive to design consistent, fair, and competitive compensation programs. The on target earnings range may be inclusive of several levels at Watershed and final offer will be determined by a number of factors, including the candidate’s skills, capabilities, and location, as well as scope of the role.
The anticipated on target earnings is inclusive of base salary + variable commission. Commission at Watershed is uncapped and includes tiers of acceleration with no deceleration in the plans. The provided compensation detail is in addition to a total rewards benefits package including equity, health/dental/vision insurance, 401(k), unlimited paid time off, paid parental leave (includes variable compensation during leave), fertility, and mental health programs etc.
OTE Range
$210,600—$300,000 USD
Where does Watershed work?
We have hub offices in San Francisco, New York and London, and some remote team members in the US and EU. Most of our jobs need to be in San Francisco / New York / London, but certain jobs are open to being remote and will be specifically noted on the jobs page and in the job description.
What’s the interview process like?
It starts the same for every candidate: getting to know the team members through 1 to 2 conversations about Watershed, your experience, and your interests. Next steps can vary by role, but usual next steps are a skill or experience screen (e.g. a coding interview for an engineer, a portfolio review for a designer, deeper experience call for other roles) which leads to a virtual or in person interview panel after that if the screens go well. We prioritize transparency and lack of surprise throughout the process.
What We Do
Watershed is the enterprise climate platform. Leading companies like Walmart, Stripe, Spotify, Klarna, and Twitter use Watershed's software to measure, reduce, and report their carbon emissions. With its state-of-the-art carbon data engine, in-house climate experts, and marketplace of high-quality decarbonization initiatives, Watershed provides audit-grade emissions data to power business value creation, regulatory compliance, and global climate impact. Watershed’s advisors and investors include Mark Carney, Christiana Figueres, Al Gore, Sequoia, and Kleiner Perkins. Watershed is based in San Francisco, Calif., and London, U.K.
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