Customer Value Lead

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's Decarbonization Solutions business helps large enterprises execute on their clean energy and carbon commitments, from renewable energy procurement to carbon removals and onsite solutions. We've built the advisory and delivery foundations and executed on >$100M in purchases. Now we need someone to systematize how we make delivery more scalable, showcase our value, and build retention into a predictable outcome.

You'll build and manage decarbonization portfolios for some of the world's largest companies, own the commercial outcomes of a growing business, and put in place the operating infrastructure that makes our value clear to every stakeholder who matters. This is a high-ownership role in a small, high-output team with real autonomy from day one.

What you’ll do

Own gross retention, including renewal forecasting, in close coordination with CSMs, Sales, and Account Management.

Build and manage customer decarbonization portfolios. Own procurement and fulfillment directly, and coordinate internal advisory experts to structure the right solutions for each customer.

Make our impact clear to customers. Build the frameworks that help customers understand and quantify the value we deliver, and design the feedback loops that inform product direction.

Bring product mindset to customer work. Translate what you're seeing in the field into actionable product feedback that sharpens our offering as we target more complex customers and problems.

Scale the operations function. Manage and develop 1-2 operations team members responsible for credit tracking, verification, and retirement. Own the portfolio execution contracting motion end-to-end with Legal.

Develop deep domain knowledge in renewable energy and carbon removals and use that expertise to drive better outcomes for customers.

You might be a fit if you

Have worked in post-sale, account management, or customer success at a complex B2B company and know how to build the systems and processes that make delivery repeatable from an early stage.

Know how to help customers understand and quantify the value they're getting and can translate complex work into outcomes that hold up to executive and financial scrutiny.

Are comfortable holding commercial outcomes: retention and forecasting.

Operate credibly with senior customer stakeholders and can coordinate across subject matter experts to keep delivery on track.

Have managed a small team and can raise execution standards without adding unnecessary process.

Use AI and automation tools as standard practice.

Are comfortable working in a zero-to-one environment and love going deep on new domains.

Care about decarbonization and want to help customers make decisions they feel confident defending internally.

Have a bias toward execution; you build systems, own outcomes, and move fast in ambiguous environments.

The role might include travel to customers as needed.

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.