Job Overview
Location
San Francisco
Job Type
Full-time
Category
Software Engineering
Date Posted
June 4, 2026
Full Job Description
đź“‹ Description
- • Lead, coach, and develop a team of Sales Development Representatives (SDRs) focused on generating qualified pipeline for Watershed’s North American sales team.
- • Own and drive consistent execution against weekly, monthly, and quarterly pipeline generation targets for the SDR team.
- • Build, refine, and scale outbound prospecting strategies, sequences, and plays specifically tailored to enterprise and strategic accounts.
- • Conduct regular 1:1s, team meetings, training sessions, and pipeline reviews to improve rep performance week over week.
- • Partner closely with Account Executives and Sales Managers to align on account strategy, lead quality, and handoff processes for seamless SDR-AE collaboration.
- • Analyze pipeline data to identify trends, diagnose underperformance, and implement rapid process or coaching adjustments.
- • Hire and onboard new SDRs, raising the talent bar with each new addition to the team.
- • Collaborate cross-functionally with marketing, sales operations, and enablement teams to optimize lead flow, messaging, and sales tooling.
- • Actively listen to sales calls, workshop messaging, and engage directly in the field to support reps breaking into complex enterprise accounts.
- • Bring curiosity and initiative to explore how AI and emerging technologies can enhance sales development workflows, personalization, and productivity.
- • Maintain a high bar on pipeline quality over vanity metrics, prioritizing qualified opportunities that convert to new customers.
- • Operate from a Watershed office four days per week, with in-office presence required for all non-remote roles.
- • Contribute to shaping the culture of a growing, mission-driven team focused on enterprise sustainability technology.
🎯 Requirements
- • 1-2+ years of experience managing an SDR or BDR team in an enterprise-led SaaS/tech company
- • 4+ years of experience in tech
- • Direct experience in enterprise sales development (not exclusively SMB or PLG)
- • Track record of hitting or exceeding team pipeline targets
- • Strong coaching instincts with a focus on developing people rather than doing the work for them
- • Comfort with data analysis to identify trends and translate insights into coaching or process changes
🏖️ Benefits
- • Opportunity to lead a pipeline generation team at a category-defining climate tech company
- • Work in a mission-oriented startup focused on enterprise sustainability and ESG reporting
- • Collaborate with global teams across San Francisco, New York, London, Paris, Berlin, Sydney, and Denver
- • Invest in professional growth through constant experimentation and high-performance culture
- • Join a team that values transparency, accountability, and high standards in sales development
- • Access to remote work options for roles explicitly noted as remote (not applicable to this role)
Skills & Technologies
About Watershed Technology, Inc.
Watershed is a software platform that helps large enterprises measure, report, and reduce their carbon emissions. It provides carbon accounting tools, supplier engagement programs, and scenario modeling to align operations with climate targets. The company integrates emissions data from operations, energy use, and supply chains, translating it into auditable reports aligned with GHG Protocol and Science Based Targets initiative standards. Customers include Fortune 500 companies in technology, retail, and financial services seeking to meet net-zero commitments. Founded in 2019, Watershed is headquartered in San Francisco with offices in London and New York.
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