Partnerships Lead, Central

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, 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

We are growing our Partnerships team and looking for an experienced, creative, and entrepreneurial person to own and expand our foundational go-to-market partnerships in Central Europe (Germany, Switzerland, Austria) and Southern Europe (France, Belgium, Spain, Italy). We're at a high-growth, early-stage phase, and your role will require building an end-to-end command of how partners support our customers and pipeline as we expand our coverage within these strategic regions.

You'll work directly with our Head of Partnerships and collaborate closely with our Paris- and Berlin-based regional sales leaders, as well as AE and Solutions teams, to ensure successful sales and customer outcomes. You will also work with Product, Legal, and Finance teams as needed.

Your role will focus on managing and expanding partnerships that drive new business for Watershed in Central and Southern Europe, including our most strategic partnerships with GSIs and SIs. This role will be based in either our London, Berlin, or Paris office, with an expectation of travel as required to support partnership development.

You will:

• Develop and grow the European Watershed ecosystem of partners by understanding our product roadmap and go-to-market strategy to select the best partnership opportunities.
• Own partnerships end-to-end, including developing terms, executing partnership agreements, onboarding new partners, and owning partner success.
• Drive sales pipeline via the partnerships identified and in play—this will be a key metric of success for this role.
• Act as a thought partner to Sales, Customer Success, and Product teams to map out the highest-impact and revenue opportunities, and influence the future of the company's revenue streams.

You have:

• Significant experience in Business Development and Partnerships, including past work in ecosystem partnerships (experience with GSI partnerships in particular is a bonus).
• In-depth professional experience within the target regions, including working fluency in one or more regional languages.
• A deep understanding of revenue structures and incentives to successfully design partner programs.
• Experience in co-branding and co-marketing efforts to drive customer acquisition and growth.
• A passionate, collaborative approach across Product, Marketing, Data, and Customer teams.
• Experience in the early stages of team and company growth; comfortable with big-picture thinking while also rolling up your sleeves and executing.

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 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.