Account executive, enterprise, nordics London

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.

The role

We’re looking for an Enterprise Account Executive to join our team in London or based remotely in the Nordics. We’re at an inflection point: every large company is launching a climate program as pressure for action builds every day. You’ll do whatever it takes to get those companies on Watershed and help them be effective. The Nordics is a critical region for Watershed, where leading companies have been setting the standard for climate action for decades. As a member of our go‑to‑market organisation, you’ll help build the sales playbook for the region, shape Watershed’s product and continue to expand Watershed’s market leadership.

You will:

• Sell Watershed. Find your way to the right people at leading companies, educate them about effective climate programs, and help them succeed with Watershed. You’ll own the full lifecycle, from first outbound to contract signature.
• Shape Watershed’s GTM strategy and help Watershed break into new market segments.
• Influence Watershed’s product strategy by sharing feedback from customers on the front line.
• Become an expert in climate, and educate companies on how they should navigate the world of carbon reduction targets, clean energy, carbon removal, and decarbonising their supply chain.
• Help build the sales team.
• Travel and spend time onsite with customers, prospects and partners in the Nordics.

To be successful in this role:

• You will have relevant sales experience in a SaaS organization.
• A track record of sales excellence, especially with enterprise customers (10,000 employees) at an executive level.
• Have experience prospecting new business in a new territory.
• Are excited to lead from zero to one.
• You love to build things from scratch—new playbooks for navigating organisations and 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 climate and help companies navigate this space.
• Are an exceptional communicator.
• 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.

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.