About Watershed

Watershed is a software platform for running a world-class climate program. We measure our success in the carbon reduction achievements of our customers. 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 and London and remote team members across the US and Europe. We hope that you'll be interested in joining us!

The role

The role

Watershed’s go to market organizations are growing in size and complexity in order to support continued hyper growth in the coming months and years. We’re looking for a highly motivated and experienced individual to drive sales strategy and operations within EMEA. 

You’ll be responsible for partnering with sales leadership to manage the day to day operating rhythm of the sales team, orchestrate the sales planning process and conduct detailed analysis of the business to identify risk and opportunity for growth. Success in this role depends on expertise in both sales strategy and operations, plus a desire to work in a dynamic and fast paced environment. The individual should be proficient in data analytics and understand how to translate insights into recommendations for a senior executive audience.

This position is based in our London office. 

You will:

• Establish relationships and partnership across the full GTM team to develop and execute sales strategy and plans to achieve growth and revenue goals:
  • Growth strategy, organizational design, segmentation, coverage, target setting, headcount, capacity and quota planning
  • Territory design, balancing, and the ongoing territory management process including governance for account ownership
  • Analyze centralized and in-country resource strategies, in particular France and Germany
  • Incentive strategy for GTM roles, plan design and mechanics, crediting, and commissions process
• Responsible for an accurate Sales Forecast, including forecast methodology, analytics model, deal inspection processes, and running forecasting cadences
• Create comprehensive documentation and enablement representing our process, systems, and policies
• Build, maintain, and monitor a comprehensive set of metrics and KPIs to measure the health and success of the Revenue organization
• Interpret key metrics to identify business risks & opportunities by developing a strong understanding of the drivers behind revenue performance
• Provide actionable recommendations and facilitate data-driven decisions with sales leadership through exceptional business partnering and strategic thinking

You have:

• 7+ combined of years experience in SaaS sales, operations, strategy and/or analytics
• 3+ years managing pan-european sales strategy and operations including United Kingdom, France and Germany
• Led Sales Strategy from a single European Office to multiple in-country or regional hubs; built Primary, Secondary and Tertiary segments within Europe
• Experience with HR and legal requirements and how that impacts Sales Strategy and Operations, in particular in the United Kingdom, France and Germany
• Strong analytical skills with expertise in contextualizing SaaS sales performance indicators
• Experience building automated analytics and scorecards and complex models
• Experience with quota design and territory management involving very large data sets
• Proven ability to communicate, at an executive level, actionable recommendations that links data to business implications
• Strong relationship builder across functions and organizational levels
• Desire to work in a fast-paced, challenging and exciting environment
• Experience working with Command of Message or MEDDPICCC
• Bilingual in German or French is a plus
• Salesforce Certified admin is a plus
• Experience with Gong is a plus

FAQ

Where does Watershed work?

We have hub offices in San Francisco, New York and London, and some remote team members in the US and EU. Most of our jobs need to be in San Francisco / New York / London, but certain jobs are open to being remote and will be specifically noted on the jobs page and in the job description.

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 screen (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 after that if the screens go well. We prioritize transparency and lack of surprise throughout the process.