Partnerships Lead

About Watershed

Watershed is an enterprise sustainability platform that enables companies to manage climate and environmental, social, and governance (ESG) data effectively. The company serves major enterprises including Airbnb, Carlyle Group, Fed Ex, Visa, and Dr. Martens, helping them produce audit-ready metrics for voluntary and regulatory reporting requirements such as CSRD compliance and drive real decarbonization initiatives. Watershed’s platform enables organizations to consolidate sustainability data from multiple sources, automate reporting workflows, and gain actionable insights into their environmental impact and ESG performance.

The company operates a distributed global workforce with hub offices in San Francisco, New York, London, and Mexico City, along with satellite offices in Denver, Sydney, Paris, and Berlin. Watershed also maintains remote team members across the United States and Europe. The organization is mission-oriented and focused on product-building, with a culture that emphasizes collaboration and working on meaningful sustainability challenges.

The company prioritizes transparency throughout its operations, including its recruitment process, and is committed to creating an inclusive work environment.

Watershed is seeking an experienced, creative, and entrepreneurial individual to serve as a Partnerships, Strategic Partner Lead. This role combines strategic vision with operational know-how to drive scalable results through collaboration with external partners and internal teams. The successful candidate will work directly with the Head of Partnerships and collaborate across cross-functional teams including Sales, Product, Legal, and Finance to identify, develop, and expand partnership opportunities with strategic North American partners, including some of the industry’s largest consultants and systems integrators.

The focus of this position encompasses ensuring both new business development and successful customer outcomes with established and deeply strategic North American partners. The role requires a combination of strategic thinking and hands‑on execution, with the ability to influence company revenue streams and shape the future direction of the organization’s growth strategy. This position is based in the New York office and requires in‑office presence four days per week.

• Develop the Watershed ecosystem of partners in the established North American market by identifying, launching, and expanding partner opportunities aligned with strategic commercial and product vision
• Own partnership relationships end-to-end, including developing partnership terms, executing partnership agreements, onboarding new partners, and managing ongoing partner success
• Drive sales pipeline through identified and active partnerships, with this serving as a key metric of success for the role
• Act as a thought‑partner to Sales, Customer Success, and Product teams to map out the highest impact and revenue opportunities
• Influence the future of the company’s revenue streams through strategic partnership development
• Execute co‑branding and co‑marketing efforts to drive customer acquisition and growth

• Significant experience in business development and partnerships, including demonstrated past work in ecosystem partnerships
• In‑depth experience building and scaling partnerships with global systems integrators
• Deep understanding of revenue structures and incentives to successfully design partner programs
• Proven track record of collaborating with cross‑functional go‑to‑market and customer teams to drive tangible business results
• Experience in co‑branding and co‑marketing efforts to drive customer acquisition and growth
• Ability to function as a passionate…