--- title: 'GTM engineer at Watershed' canonical: 'https://feeny.ai/job/gtm-engineer-watershed-san-francisco-sz5t64qy2mrk' type: 'job' last_seen: '2026-09-04' --- # GTM engineer at Watershed - **Company:** Watershed - **Location:** San Francisco, CA - **Employment:** full-time - **Work type:** onsite - **Posted:** 2026-08-17 - **Last confirmed live:** 2026-09-04 - **Apply:** https://jobs.ashbyhq.com/watershed/00f1ba3f-67ba-48cb-8e88-1eacc2ebb9f7 ## 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 hiring a builder to architect and operate the systems, applied AI, and data infrastructure Watershed's GTM organization runs on. This is both a systems engineering role and an applied AI role - and the work is shifting how modern GTM systems get built. You'll build the systems and AI that let our GTM teams spend more of their time on customer outcomes. You'll be on the team that architects and operates the technology the GTM organization runs on: CRM, call intelligence, data enrichment, outbound activation, and the agent orchestration layer that wraps them. You'll partner with data science on the GTM data-to-action loop - designing what we capture, how we translate signals into insight, and how insight becomes a workflow the GTM organization adopts. Your work accelerates and extends our existing push toward AI-native GTM operations. This is a role for someone who has already rewired their day around AI and pushed others around them to do the same. You'll have real scope to define how GTM Engineering shows up at Watershed: the systems we build, the agents we run, and the patterns we set for how the wider GTM organization adopts AI. Success means a GTM organization where leadership trusts the systems, the team adopts what we ship, and AI is embedded in how people work day-to-day. This work is measured by adoption and business impact: pipeline velocity, sales efficiency, and customer outcomes. This role is based in our San Francisco or New York office. You will: - Drive GTM systems end-to-end - Salesforce (data model, integrations, automation), CPQ, lead routing, call intelligence, data enrichment, outbound activation, and scaled support - designing, developing, and shipping what we build, or leading the evaluation and implementation of what we bring on. Partner closely with Marketing Operations, Sales Operations, Deal Operations, CS Operations where the work intersects their scope. - Build the applied AI layer of the GTM stack: agents and workflows the GTM organization relies on day-to-day, driving pipeline velocity, sales efficiency, and customer outcomes. - Build the outbound signal engine with us: signal ingestion, enrichment, play orchestration, and attribution - from the data model to the SDR-facing notification layer - shipping the pilot plays that prove it generates pipeline. - Build out the GTM Engineering operating infrastructure: deployment pipeline, branching and sandbox management, testing standards, backups, and the AI dev environment (Claude Code, agents, skills) the team ships in. - Partner with data science on the GTM data-to-action loop - driving how we capture data, and how signal becomes insight and insight becomes workflow that moves business outcomes. - Bring technical capabilities to the GTM Operations and Marketing Ops teams to accelerate our org's velocity on what we can ship across our systems, our data, and AI tooling. - Drive adoption and measurement like a product owner: discover user pain, ship, change-manage, measure trust and business impact across the AI portfolio, and sunset what doesn't earn its place. - Build the technical foundation that lets the wider GTM organization work with AI - tools, connections, documentation, supporting agent builds, and operating standards. Partner with Enablement on user-facing training and AI fluency programs. The ideal candidate brings: - 5+ years in a customer-facing or GTM-facing technical role at high-growth B2B SaaS or AI companies, including Revenue Systems, GTM Engineer, or RevOps - AI is embedded in the current workflow - deep experience with coding tools (like Cursor or Claude Code), and enterprise agent tooling - Broad experience managing the modern GTM tech stack: data enrichment, lead routing, sales engagement, call intelligence, chat, CPQ, support (experience with Salesforce, Gong, Clay, and/or LeanData preferred) - Deep technical background in system design and architecture - including data model, integrations, automation, and the tradeoffs between declarative and code-based solutions - Experience managing development environments and deployment pipeline (such as Gearset) 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 - [Account executive, enterprise, northern Europe](https://feeny.ai/job/account-executive-enterprise-northern-europe-watershed-london-h968zzpcd252) — London, United Kingdom - [Senior sustainability advisor (engagement manager - jr. partner level)](https://feeny.ai/job/senior-sustainability-advisor-engagement-manager-jr-partner-level-watershed-3hq7agp2nq9v) — London, United Kingdom - [Global head of solutions](https://feeny.ai/job/global-head-of-solutions-watershed-san-francisco-9ef44mkdkacz) — San Francisco, CA - [Senior product engineer](https://feeny.ai/job/senior-product-engineer-watershed-new-york-s2jg748qhrxy) — New York, NY - [Manager, Customer Data Services](https://feeny.ai/job/manager-customer-data-services-watershed-mexico-city-694ftydb65e4) — Mexico City, Mexico - [Software engineer, full-stack](https://feeny.ai/job/software-engineer-full-stack-watershed-new-york-1xtzgbkkm77s) — New York, NY - [Climate data scientist, sustainability](https://feeny.ai/job/climate-data-scientist-sustainability-watershed-san-francisco-d9xp9sf1fjc7) — San Francisco, CA - [Implementation lead](https://feeny.ai/job/implementation-lead-watershed-new-york-c5vq6vbdc6k5) — New York, NY - [Product designer](https://feeny.ai/job/product-designer-watershed-san-francisco-sfxv8bvra1vq) — San Francisco, CA - [Product designer](https://feeny.ai/job/product-designer-watershed-san-francisco-4ynvjszvhb1r) — San Francisco, CA