GTM Enablement Manager, Revenue Excellence

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

The role

At Watershed, GTM enablement & strategy exists to drive business outcomes by enabling every GTM and Customer Org employee to be the best they can be in their role. We do this by helping teams navigate Watershed's ecosystem (people, products, systems, and information), supporting their mastery of our products and services, and helping people build craft in their roles.

We're rebuilding our GTM enablement & strategy function, and we're looking for a GTM Enablement Manager, Revenue Excellence to play a critical role in that rebuild. In this role, you'll partner closely with Sales and Customer Success leaders to coach, train, and develop reps so they can hit and exceed their goals. You'll also help drive the rollout and mastery of Watershed's most strategic initiatives across our customer-facing teams.

This role can be based in our San Francisco or New York offices. Some travel is required to support team offsites and cross-office enablement sessions.

You will

• Support the rollout, adoption, and mastery of Watershed initiatives (products, services, processes) by working closely with SMEs to deliver clear, accurate, and engaging enablements.

• Build trainings and programs that improve new revenue and retention outcomes through rep skill development and coaching.

• Partner with Sales and Customer Success leadership to identify skill gaps, build coaching plans that drive improvements in key sales metrics (e.g. pipeline generation, win rates, ARR, GRR, NRR).

• Partner with GTM Ops on call reviews, deal inspection, and forecasting practices to raise the bar on field execution.

• Collaborate cross-functionally with Sales, Customer, Product, Marketing, and Ops to translate Watershed strategy into field-ready execution.

You might be a fit if you

• Have 6+ years of experience in sales enablement, sales operations, or a closely related function in B2B Enterprise SaaS or complex enterprise environments.

• Have operated in or closely supported a quota-carrying or ARR-influencing role, and have a strong point of view on what great sales and customer success execution looks like.

• Have demonstrated experience building and scaling enablement strategies that drive measurable sales performance. You're outcome oriented, and focus on driving real results.

• Have led complex, cross-functional projects end-to-end while partnering with Sales, Customer, Product, Marketing, and Ops functions.

• Are excited to leverage AI in how you work and how you partner with other teams. You're a visible and credible champion for internal AI adoption.

• Have excellent written and verbal communication skills, with the ability to convey complex concepts clearly and adapt content for different audiences.

• Are comfortable with ambiguity and excited to help build a function from the ground up.

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.