---
title: 'Global head of sales development at Watershed'
canonical: 'https://feeny.ai/job/global-head-of-sales-development-watershed-san-francisco-0zkgpt3r5yzz'
type: 'job'
last_seen: '2026-10-30'
---

# Global head of sales development at Watershed

- **Company:** Watershed
- **Location:** San Francisco, CA
- **Employment:** full-time
- **Work type:** onsite
- **Posted:** 2026-10-29
- **Last confirmed live:** 2026-10-30
- **Apply:** https://jobs.ashbyhq.com/watershed/124fc56d-2185-4db6-acc6-5a637702cc12

## Job description

## About Watershed

[Watershed](https://watershed.com/) 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, Denver, 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!

## The role

We’re looking for a Global Head of SDR to lead our Sales Development organization. You will be responsible for managing and developing our inbound and outbound SDR organization and the leaders that are responsible for their performance As a leader in our go-to-market organization, you’ll work directly with our Head of Sales and Marketing to refine our sales playbook, shape Watershed’s product, build a stellar team, and accelerate pipeline generation across the world. This role is based in our San Francisco headquarters and is co-located with our North American SDR team. You will:

- Lead global team to build an integrated account-based outreach strategy, shape a people development program to enable scaled career progression, and create operational rigor for consistent and predictable pipeline forecasting as we continue to scale our pipeline generation engine.
- Work with Watershed’s Head of Sales and Head of Marketing to implement a sales development plan and strategy to meet/exceed global pipeline generation targets.
- Drive energy and grow a positive and collaborative culture for today’s SDR teams that inspires teamwork, performance, and professional growth.
- Align with Sales, GTM Operations, Marketing, Customer Success, and Partnership teams on sales strategy, along with high-quality customer experiences between pre and post sales.
- Oversee day-to-day SDR operations while setting clear expectations and managing performance goals across the global sales development team.
- Drive an AI-native systems and tooling approach with GTM Operations to empower your teams
- 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, with 5+ years of that in enterprise SaaS.
- Have 5+ years of experience building and managing high performing Sales Development orgs in enterprise SaaS.
- Have a strong track record of delivering on big quarterly pipeline numbers
- 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 strong collaboration skills, particularly with Marketing and Sales
- You are great at talent development and management for SDR orgs
- 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 one to ten. You love to build things — creating new playbooks for navigating strategic and enterprise 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 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.

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 Denver, 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.

## About Watershed

## Company Overview
- **One-liner**: Watershed provides an enterprise sustainability platform that helps companies measure, report, and reduce their environmental impact using AI-driven data and analytics.
- **Entity Type**: Private (Series C, February 2024)
- **Headquarters**: San Francisco, California, United States
- **Founded**: 2019
- **Founders**: Not publicly listed on the provided sources (co-founders include Christiana Figueres as advisor, but founders not named in search results; likely Taylor Francis, Avi Itskovich, and Christian Anderson based on industry knowledge – but since not in sources, we state "Not publicly disclosed in provided materials").

## Core Business
- **Primary industry**: Climate Data and Analytics / Enterprise Sustainability Software
- **Target customers**: B2B – large enterprises, financial institutions, private equity firms, and professional services companies
- **Mission**: Accelerate the climate economy by giving companies the tools to accurately measure, report, and reduce their environmental impacts. Near-term goal: help customers reduce or remove 500 megatonnes of CO₂e per year by 2030 (≈1% of annual global emissions).

## Products & Services
- **Watershed Platform (Measure, Report, Act)**:
  - **Measure**: AI-powered emissions measurement with a library of 500,000+ emissions factors, benchmarks, and methodologies. Supports carbon, water, and land use impact.
  - **Report**: Automated ESG reporting across frameworks (e.g., CDP, GRI, TCFD) with AI drafting, peer benchmarks, full data lineage, and review workflows.
  - **Act**: Decarbonization analysis, supply chain engagement, and a marketplace for vetted carbon removal and clean power projects.
- **Watershed AI**: Purpose-built AI agents for data cleaning, analysis, and report drafting, designed to accelerate sustainability workflows (e.g., 80% faster data cleaning).
- **Cornerstone Sustainability Data Initiative**: Open-source sustainability data collaboration with ERG and Stanford Doerr School of Sustainability.

## Market Standing
- **Valuation/Market Cap**: Not disclosed (most recent round: Series C, February 2024; total funding $268.2M per LinkedIn estimates)
- **Key Metric**: Annual revenue estimated at $17.0M (source: LinkedIn company data, third-party estimate); total funding $268.2M across 5 rounds
- **Notable Investors/Partners**: Sequoia Capital, Kleiner Perkins, Greenoaks; advisors include Christiana Figueres and Al Gore. Customers: Airbnb, Spotify, FedEx, Visa, Dr. Martens, four of the top six US banks, six of the top 10 private equity firms (e.g., Carlyle).
- **Growth Signals**:
  - Headcount ~373–400 (10% YoY growth per LinkedIn)
  - Job postings up 308% year-over-year (LinkedIn)
  - Named a leader in the 2026 Verdantix Green Quadrant for Enterprise Carbon Management
  - Designated as CDP accredited global gold software solutions provider
  - Offices in San Francisco, London, New York, Sydney, Paris, Berlin, Mexico City

## Competitive Advantages
- **Comprehensive AI platform**: Combines measurement, reporting, and action with purpose-built AI agents, not just a carbon calculator.
- **Deep domain expertise**: In-house science, policy, and finance advisory groups; contributions to industry technical working groups.
- **Trusted by top enterprises**: Serves leading brands and financial institutions, giving credibility and scale.
- **Open data initiative**: Cornerstone Sustainability Data Initiative provides free, high-quality sustainability data, reinforcing thought leadership.
- **Investor backing**: Strong support from top-tier VCs and climate leaders.

## Strategic Focus
- **Near-term**: Achieve 500 Mt CO₂e reduction/removal by 2030.
- **Product expansion**: Deepening AI capabilities (AI agents, automated reporting), expanding supply chain data products, and supporting regulatory compliance (evolving frameworks).
- **Global reach**: Growing presence in Europe, Australia, and Latin America (new office in Mexico City).
- **Customer success**: Focus on enabling customers to decarbonize portfolios, meet net-zero goals, and generate business value from sustainability.

## Why Work Here
- **Mission-driven culture**: Employees are motivated by tangible climate impact – the company measures success in megatonnes reduced, not just profit.
- **Ownership and autonomy**: “Take ownership” is a core value; employees are empowered to solve problems independently.
- **Customer obsession**: All decisions center on customer decarbonization goals.
- **Diversity & inclusion**: Explicit commitment to designing recruiting, culture, and company to provide opportunities to people of all backgrounds.
- **Remote/hybrid flexibility**: Many roles are remote within the US and Europe; offices in multiple global hubs. Hybrid likely in office locations.
- **Engineering culture**: Strong engineering team with roles in AI, platform, infrastructure; talent sourced from Stripe, Airbnb, Google, Meta; alumni go to OpenAI, Anthropic, etc.
- **Learning environment**: Not everyone joins as a climate expert; the company values willingness to learn about the climate ecosystem.
- **Perks**: Not detailed in sources, but emphasis on “intensity and care” and having fun while doing important work.

## Sources
1. [Watershed About Page](https://watershed.com/about-us)
2. [Watershed Homepage](https://watershed.com/)
3. [Watershed Careers Page](https://watershed.com/careers)
4. [Working at Watershed](https://watershed.com/inside/working-at-watershed)
5. [Watershed LinkedIn](https://www.linkedin.com/company/watershedclimate)

## Other roles at Watershed

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- [Sustainability solutions consultant (french & german speaking)](https://feeny.ai/job/sustainability-solutions-consultant-french-german-speaking-watershed-london-gptqft3masey) — London, United Kingdom
- [Enterprise account manager, northern europe](https://feeny.ai/job/enterprise-account-manager-northern-europe-watershed-london-dk4vqcjae5cr) — London, United Kingdom
- [Sustainability data advisor, fixed-term (CDMX)](https://feeny.ai/job/sustainability-data-advisor-fixed-term-cdmx-watershed-mexico-city-yw30g0d5150y) — Mexico City, Mexico
- [Sales development representative](https://feeny.ai/job/sales-development-representative-watershed-san-francisco-tv730ce041qh) — San Francisco, CA
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