Customer value lead

About the role

The role is within Watershed's Decarbonization Solutions business, formerly known as Marketplace. This business helps large enterprises execute on their clean energy and carbon commitments, from renewable energy procurement to carbon removals and onsite solutions. Watershed has executed on over $100 million in purchases and is seeking a team member to systematize delivery, showcase value, and build retention.

Responsibilities

• Own gross retention, including renewal forecasting, in close coordination with Customer Success Managers (CSMs), Sales, and Account Management.
• Build and manage customer decarbonization portfolios.
• Own procurement and fulfillment directly, and coordinate internal advisory experts to structure the right solutions for each customer.
• Make our impact clear to customers by building the frameworks that help customers understand and quantify the value we deliver, and designing feedback loops that inform product direction.
• Bring a product mindset to customer work, translating what is seen in the field into actionable product feedback that sharpens our offering as we target more complex customers and problems.
• Build and scale the operations function, managing and developing a small ops team, and putting in place the execution infrastructure that makes delivery repeatable as we grow.

Requirements

• Built repeatable delivery systems in a complex B2B or client-facing environment - post-sale, account management, customer success, or consulting.
• Know how to help customers understand and quantify the value they're getting and can translate complex work into outcomes that hold up to executive and financial scrutiny.
• Excited to hold commercial outcomes: retention and forecasting.
• Operate credibly with senior customer stakeholders and can coordinate across subject matter experts to keep delivery on track.
• Comfortable working in a zero-to-one environment and love going deep on new domains.

Qualifications

• Familiarity with energy, renewables, or carbon markets is a plus, but not required as the domain is learnable.
• Care about decarbonization and want to help customers make decisions they feel confident defending internally.
• Managed a small team and can raise execution standards without adding unnecessary process.
• Use AI and automation tools as standard practice.

Benefits

We offer competitive compensation packages, comprehensive benefits, and a dynamic, collaborative work environment. Our team values diversity and inclusion, and we strive to create a welcoming community for all.

Pay

Compensation is competitive and commensurate with experience. Specific details are confidential and determined based on qualifications and experience.

Schedule

Employees are expected to work from an office 4 days per week, except for remote roles which are noted on the jobs page and in the job description if applicable.