Global head of solutions

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

Watershed is on a mission to drive meaningful climate action, and our Solutions team is a key driver of our success. As our Global Head of Solutions, you’ll lead and scale a high-performing, globally distributed team that helps customers understand, evaluate, and adopt Watershed’s climate solutions. Reporting to the Head of Sales, you’ll work closely with revenue leadership and Watershed founders to define the strategy for how Solutions drives growth, strengthen cross-functional collaboration, and build the processes and culture to help Watershed unlock our next phase in scale.

You’ll lead a globally distributed org of 17 (and growing), spanning North America, EMEA, and APAC, and play a key role in shaping the go-to-market engine for our next phase of hypergrowth.

This role is based in San Francisco or New York, with regular travel (up to 25%) to our global offices and sales meetings.

You will…

• Lead and scale a world-class Solutions team, hiring, coaching, and developing top-tier Solutions Consultants and Demo Analysts across North America, Europe, and Australia.

• Manage a mix of managers and individual contributors, ensuring both leadership development and strong frontline execution.

• Drive business impact by improving win rates, POC success rates, target attainment, and attach rates while ensuring a strong talent pipeline.

• Evaluate and refine team structure and specialization - assessing role specialization and optimizing how we scale to meet growing demand.

• Shape our B2B SaaS sales motion by optimizing how Solutions partners with AEs, ensuring we bring technical depth and business value to every deal.

• Develop and refine scalable processes that enable the Solutions function to operate efficiently in a fast-growth environment.

• Foster deep cross-functional collaboration, working closely with Sales, Product, Customer and Security leadership to align strategies and execution.

• Represent Watershed externally - engaging with customers, partners, and the broader climate and SaaS communities to position our solutions as best-in-class.

• Embody and champion Watershed’s operating principles, setting the tone for a high-performance, customer-focused, and mission-driven Solutions team.

You’re a great fit for this role if…

• You have a bias toward structured problem-solving and building repeatable systems in high-growth environments.

• You can distill complex technical value into crisp, executive-friendly narratives that resonate with CIOs, CSOs, and CFOs alike.

• You’ve consistently driven success across key Solutions KPIs like win rate, POC success, offering attach rate, and quota attainment.

• You bring 10+ years of leadership experience in B2B SaaS Solutions, including managing second-line teams.

• You’ve managed both ICs and managers, and you’re energized by coaching, hiring, and developing high-performing teams.

• You’ve successfully evolved team structures to scale with the business, introducing specialization and improving efficiency.

• You collaborate instinctively across Sales, Product, Security, and Customer functions to unlock results.

• You’re passionate about sustainability impact and energized by Watershed’s mission to drive meaningful change.

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.