Revenue operations 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, 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 go-to-market organizations are continuing to grow, with an emphasis towards scale and deepening our presence in the EMEA market. We’re looking for a highly motivated and experienced individual to lead revenue strategy and operations across EMEA, supporting our efforts to build and expand in this key region.

In this role, you’ll partner closely with revenue leadership to drive the day-to-day operating rhythm of our sales and partnerships teams, orchestrate planning processes, and perform deep business analysis to identify risks and opportunities for growth. Success depends on your expertise in both strategy and execution, as well as your ability to thrive in a dynamic, fast-paced environment. You should be highly proficient in data analytics and skilled at turning insights into clear, actionable recommendations for senior executives.

This position is based in our London office 4 days per week.

You will:

• Partner closely with EMEA sales, partnerships, and GTM leaders to shape and execute our growth strategy in the region

• Own the revenue forecasting process: develop forecasting models, run regular forecast reviews, and inspect deals to improve predictability

• Define and track key metrics and KPIs that show how our revenue teams are performing and where we need to focus

• Identify risks and growth opportunities by digging into data and business trends, and turn those insights into clear recommendations for leadership

• Drive headcount and territory planning: define coverage models, set quotas, design and adjust territories, and support organizational design

• Guide growth strategy across Southern and Central Europe, balancing market maturity, optimizing current markets (like France and Germany), and assessing future expansion opportunities.

• Build and improve our data foundations in EMEA, including data acquisition, enrichment, and territory/account data quality

• Streamline and improve sales processes and operating rhythms (e.g., forecasting cadences, pipeline reviews, quarterly business reviews) to help teams work more effectively

• Document and maintain clear playbooks, processes, and systems so teams can operate consistently and scale smoothly

You have:

• 7+ years in SaaS sales, operations, strategy, or analytics, including 3+ years managing pan-European sales strategy and operations covering the UK, France, Germany, and broader Southern/Central Europe

• Experience scaling sales strategy from a single European office to multiple in-country or regional hubs, with a strong understanding of HR and legal requirements that impact sales planning

• Strong analytical skills with hands-on experience building dashboards, scorecards, complex models, and interpreting SaaS sales performance metrics

• Proven ability to design quotas and manage territories involving large, complex data sets

• Skilled at communicating clear, actionable recommendations to executive teams and building strong cross-functional relationships

• Nice to have: experience with Command of the Message or MEDDPICC frameworks, conversational German or French, and Salesforce or Gong admin experience.

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.