Strategic sales development representative

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, Paris, Berlin, Sydney, Mexico City, and remote team members across the US and Europe. We hope that you'll be interested in joining us!

We’re looking for an ambitious Strategic Sales Development Representative to partner with our top AEs to bring in our Fortune 500 accounts.

We’re at an inflection point: every large company is launching a sustainability program as pressure for regulatory disclosure and carbon reductions builds every day. You’ll do whatever it takes to get those companies engaged and excited about how Watershed can help accelerate their sustainability goals and improve their systems for carbon and ESG measurement, reporting, and reductions all in one complete platform. As an key member of our Strategic Sales team, you’ll help build the sales playbook, shape Watershed’s product, help mentor a stellar team, and accelerate pipeline across North America. This role will be based in our San Francisco HQ.

You will:

• Open doors. Prospect, qualify, follow up and educate a high volume of cold leads into prospects. Take a data-driven approach to prospecting that builds a pipeline leveraging cold calls, LinkedIn, and email campaigns

• Grow Pipeline: generate sales-ready meetings and opportunities for your Account Executives

• Inspire action. Understand and uncover customer needs and business problems, and persuade executive level prospects of the urgency of audit-grade sustainability reporting and action to help them build a high-impact program, fast.

• Strategically communicate like an expert. Companies will feel delighted and informed by your interactions, looking to you for both corporate sustainability and Watershed product expertise.

• Take extreme ownership. Identify and actively address inefficiencies: we need to leverage our tools for prospecting at speed

• Become an expert in corporate sustainability, and educate companies on how they should navigate the world of carbon reduction targets, clean energy, carbon removal, and decarbonizing their supply chain.

You might be a fit if:

• You have 2-3+ years of proven experience in sales or sales development and a consistent record of over-achieving your goals

• Experienced cold caller

• Competency with sales tools like Outreach, ZoomInfo, SalesNavigator, 6Sense, and more

• Can take the first call and carry the process on your own: can drive sales decks and product demos

• You have good B2B SaaS selling experience with the ability to go from zero to 100 on ramping up on new product technology

• You take extreme ownership of our customers’ first impressions of Watershed. Customers you’ve worked with in the past should rave about working with you

• You’re flexible, adaptive, and resilient with a history of leaving systems, processes, and content better than you found them

• You have a great attitude, a love of close team collaboration, and a desire to move and grow quickly in a fast-paced startup environment

Role Location: This role will be based in our San Francisco HQ with the expectation of being in office 4x/week.

Must be willing to work from an office 4 days per week (except for remote roles)

Watershed has hub offices in San Francisco, New York, London, and Mexico City and satellite offices in Sydney, Paris, and Berlin. Where we have offices, employees are expected to be in office for 4 days per week. Certain jobs are open to being remote and will be specifically noted on the jobs page and in the job description if so.

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 interview (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. We prioritize transparency and lack of surprise throughout the process.

What if I need accommodations for my interview?

At Watershed, we are dedicated to ensuring an inclusive recruitment process. We provide reasonable accommodations for candidates with disabilities, long-term conditions, mental health needs, religious observances, neurodivergence, or pregnancy-related support requirements. If you need assistance during your process, please contact your recruiter.