Manager, sales development

ABOUT WATERSHED Watershed https://watershed.com/ 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 We're looking for a Sales Development Manager to lead a team of SDRs focused on generating pipeline for our North American sales team. You'll own the day-to-day leadership of your team: coaching reps, running pipeline plays, holding a high bar on execution, hiring, and building the systems that make your team consistently productive. This isn't a "manage from a dashboard" role. You'll be in the trenches with your reps, listening to calls, workshopping messaging, and helping them break into complex enterprise accounts. You'll also partner closely with Account Executives, marketing, and revenue operations to make sure the pipeline your team generates is high-quality and well-positioned to convert. The right person for this role is a coach and a builder. Someone who gets energy from developing people, is obsessive about pipeline quality over vanity metrics, and wants to be part of a team that's figuring out what world-class pipeline generation looks like at a category-defining climate tech company. WHAT YOU'LL DO - Lead, coach, and develop a team of SDRs responsible for building the pipeline that powers Watershed’s growth. - Own your team's pipeline generation targets and drive consistent execution against weekly, monthly, and quarterly goals - Build and refine outbound prospecting strategies, sequences, and plays tailored to enterprise and strategic accounts - Run effective 1:1s, team meetings, training sessions, and pipeline reviews that improve rep performance week over week - Partner with AEs and Sales Managers to ensure strong SDR-AE alignment on account strategy, lead quality, and handoff processes - Analyze pipeline data to identify what's working, diagnose what's not, and make changes quickly - Hire and onboard new SDRs as the team grows, raising the bar on talent with each hire - Collaborate cross-functionally with marketing, sales ops, and enablement to improve lead flow, messaging, and tooling - Bring curiosity and initiative to how AI and new technologies can make your team faster and sharper WHAT WE'RE LOOKING FOR Required: - 1-2+ years of experience managing an SDR or BDR team in an Enterprise-led saas/tech company. 4+ years of experience in tech. - Direct experience in an enterprise sales development motion (not exclusively SMB or PLG) - Track record of hitting or exceeding team pipeline targets - Strong coaching instincts. You default to developing your people, not doing the work for them. - Comfort with data. You can pull a report, spot a trend, and translate it into a coaching conversation or a process change. - Genuine curiosity about AI and how it can transform sales development workflows, personalization, and productivity Preferred: - Experience as an Account Executive or in a closing role earlier in your career - Familiarity with Salesforce, Outreach, Gong, and similar sales tech - Background in or passion for climate, sustainability, or environmental technology - Experience operating in a high-growth environment where processes are still being built WHAT SUCCESS LOOKS LIKE In your first 90 days, you'll have a clear handle on your team's strengths and gaps, a coaching plan for each rep, and a point of view on what needs to change to accelerate the pipeline. Within 6 months, your team will be operating with consistent w