Partnerships, strategic partner lead Remote

Watershed is the enterprise sustainability platform. Companies like Airbnb, Carlyle Group, Fed Ex, 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!

Watershed’s strategic partners help the world’s largest corporations advance their climate programs from data to action. Our Partnership leads play a critical role in sourcing, designing, and managing these partnership opportunities to ensure transformative sustainability outcomes for our customers.

We are at a high-growth phase, and this senior role will lead end-to-end partnerships for our largest North American advisory, services and systems integrator partners. By evaluating and refining our top partnership opportunities, sourcing and designing optimal co-sale models, and ensuring clear, effective cross-team collaboration, this role will oversee a critical channel for expanding and empowering our category-leading customer base.

We are looking for an experienced, creative and entrepreneurial individual who combines strategic vision with operational know-how to drive scalable results through collaboration with both external partners and internal teams. You’ll work directly with our Head of Partnerships along with cross-functional teams including Sales, Product, Legal and Finance. Your role will focus on ensuring both new business development and successful customer outcomes with established and deeply strategic North American partners, including the industry’s largest consultants and SI partners.

This role is based in our New York office. San Francisco-based or remote candidates will be considered on a case-by-case basis.

You will:

• Expand and strengthen the North American Watershed ecosystem of partners by understanding our product roadmap and go-to-market strategy to select the best partnership opportunities
• Own your partnerships end-to-end, including developing terms, executing partnership agreements, onboarding new partners and sharing partner successes across the company
• Help drive sales pipeline and improve our win + retention rates across your partnerships - this will be a key metric of success for this role
• Be a thought leader for the future of our partner program, bringing what you learn from partners and customers back to Sales, Customer success, and Product to shape Watershed’s revenue + delivery work streams going forward.

You have:

• 6+ years in strategy consulting, business development, partnerships, or a mix of these.
• A clear understanding of how large consulting firms and systems integrators work with solutions providers: how firms build practices, pick technology partners, and make money. Whether you learned that inside one of these firms or by partnering with them, both are useful.
• A track record of building something new, such as a practice, offering, alliance, venture, or business line, and owning the result
• Commercial instincts: you can design a deal or program where the incentives work for both sides - with data to prove it.
• The range to set strategy in the morning and draft a co-marketing plan in the afternoon
• Credibility with senior partners and executives, plus the low ego to roll up your sleeves
• A deeply collaborative mindset and a desire to build bridges across Product, Marketing, Sales and Customer teams

Must…