Enterprise account manager, northern europe

About Watershed

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, 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 two account managers in London to retain and grow Watershed's customers across northern Europe. We're at an inflection point: large companies across the region are launching and scaling sustainability programmes as regulatory and investor pressure builds every day. You'll do whatever it takes to make sure those companies are successful, happy, and continuing with Watershed.

As founding members of our first account management team in Europe, you'll help build the renewal and expansion playbook for the region, shape Watershed's product, and help us build a stellar team.

You will:

• Own and grow a book of enterprise customers.
• Work with the right people across each account, educate them about effective sustainability programmes, and help them drive continuous improvement and business value with Watershed. You'll own the full commercial relationship after the sale, from onboarding through renewal and expansion.
• Build the renewal and expansion playbook for northern Europe.
• How do we best position new products to our customers? What's the best risk mitigation strategy? Where can we build stronger connections across key stakeholders? You'll turn the answers into a repeatable machine.
• Shape Watershed's product, packaging, and go-to-market strategy for new products by sharing feedback from customers on the front line.
• Become an expert in sustainability
• , and educate companies on how to navigate regulatory reporting (including CSRD), carbon reduction targets, clean energy, carbon removal, and decarbonising their supply chains.
• Help build the account management team in Europe.
• You might be a fit if you: Have 5+ years of sales or account management excellence, especially with enterprise customers (10,000+ employees) at an executive level.
• Have 3+ years of demonstrated success selling, renewing, and expanding enterprise SaaS at €100K-500K deal sizes.
• Have managed enterprise accounts across northern Europe and know how buying decisions, procurement, and stakeholder dynamics work in the region.
• Are excited to lead from zero to one. You love to build things from scratch: new playbooks for navigating organisations and new ways to tell the Watershed story.
• Are an excellent consultative seller. You listen deeply to customers and excel by helping them solve their problems.
• Love going deep on new domains. You've sold products in complex or technical fields, and relish becoming an expert on your subject matter. You're voraciously curious. You're excited to learn everything about sustainability and help companies navigate this space.
• Have a track record of doing whatever it takes to get things done. You've accomplished things that others thought were impossible. You're relentlessly resourceful.
• Want to join a startup, take responsibility for the fate of the company, and move fast.
• The role might include up to 20% travel across northern europe.
• Must be willing to work from our London office 4 days per 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 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.