About Wayfair Professional (aka Wayfair B2B):
Wayfair Professional is a multi-billion dollar business serving 1.4M active customers across several industries, with a focus on Office, Interior Design, and Contractor. We serve these customers 1) online via a credentialed-only site experience (broken into different aisles for our top industries, with gated pricing), and 2) offline with a ~500-person Sales organization that is structured to accommodate both vertical expertise (e.g., Interior Design, Contractor, Office, Edu) and account potential / complexity (large ‘Enterprise’ down to lower-value pooled Sales in ‘On Demand’).
Wayfair Professional is seeking an experienced, Senior Manager to lead Enterprise Sales for our Homebuilder and Office verticals. The role involves directly leading Enterprise Account Executives (EAEs), senior sellers who own national accounts and Enterprise Account Managers (EAMs) who support EAEs on high value accounts. This individual will be instrumental in leading their teams to profitable revenue growth for new and existing accounts as well as improving on existing GTM strategies for their industries. To that end, the individual will partner with RevOps and analytics to create and develop new reporting to track progress and partner with additional cross-functional teams (e.g., Marketing, Category) to drive forward growth initiatives tied to accounts in his or her book. Experience should include; designing and executing outbound book management strategies, a track record of achieving and exceeding key performance metrics, developing feedback loops to track KPIs, experience executing project plans with multiple stakeholders involved, strategy development and execution. The individual must be self-motivated, goal-oriented, customer centric, team-oriented and must demonstrate the ability to thrive in a fast-paced environment.
What You’ll Do:
Lead a team of 6-10 sellers and achieve a quarterly quota target
Drive sales strategy and execution with EAEs to maximize revenue and profit along with other key performance metrics (e.g., opportunity pipeline management, prospecting / outreach targets, MSA negotiations, etc.)
Develop sales strategies and GTM selling motions for key customer sub-segments in partnership with EAEs that can be replicated and collaborate with key cross functional teams (e.g., Legal, Pricing, Category, Marketing, Sales Ops, etc.) to execute
Be the key cross functional partner for core Enterprise sales support teams (in alignment with Associate Director) including BSG, Service Platinum+, Territory / Comp, Pricing helping to define the needs
Coach to excellence for your team and broader Enterprise creating a culture of continuous improvement
Utilize AI tooling to create leverage for yourself and your team in all aspects of the Enterprise selling process
Be a leader within the Enterprise Sales team and the broader B2B Sales Organization
What You'll Need:
6-10+ years experience in Senior Leadership, Sales / Category Management, or Business Development - B2B preferred
Proven experience managing high-performing sales reps / team members, their teams (indirect), via consistent coaching and skill development
Demonstrated experience delivering against aggressive goals in a fast-paced, rapidly changing environment
Clear and structured communication (verbal and written)
Ability to hit the ground running, self-starter
Ability to manage and prioritize multiple initiatives, and to delegate tasks appropriately
Innovative problem-solving skills – dissect and determine root causes of problems, and implement solutions
Passionate people-centric leader who can effectively drive results in a fast-paced and rapidly growing company
Experience with Client Relationship Management Systems (Salesforce a must)
The salary range for this position is $92,000 - $97,000; however, base pay offered may vary depending on location, job-related knowledge, skills, and experience. Bonuses and restricted stock units may be provided as part of the compensation package, in addition to a full range of medical, financial, and/or other benefits, dependent on the position offered.
Assistance for Individuals with Disabilities
Wayfair is fully committed to providing equal opportunities for all individuals, including individuals with disabilities. As part of this commitment, Wayfair will make reasonable accommodations to the known physical or mental limitations of qualified individuals with disabilities, unless doing so would impose an undue hardship on business operations. If you require a reasonable accommodation to participate in the job application or interview process, please let us know by completing our Accomodations for Applicants form.
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About Wayfair Inc.
Wayfair is one of the world’s largest online destinations for the home. Whether you work in our global headquarters in Boston, or in our warehouses or offices throughout the world, we’re reinventing the way people shop for their homes. Through our commitment to industry-leading technology and creative problem-solving, we are confident that Wayfair will be home to the most rewarding work of your career. If you’re looking for rapid growth, constant learning, and dynamic challenges, then you’ll find that amazing career opportunities are knocking.
No matter who you are, Wayfair is a place you can call home. We’re a community of innovators, risk-takers, and trailblazers who celebrate our differences, and know that our unique perspectives make us stronger, smarter, and well-positioned for success. We value and rely on the collective voices of our employees, customers, community, and suppliers to help guide us as we build a better Wayfair – and world – for all. Every voice, every perspective matters. That’s why we’re proud to be an equal opportunity employer. We do not discriminate on the basis of race, color, ethnicity, ancestry, religion, sex, national origin, sexual orientation, age, citizenship status, marital status, disability, gender identity, gender expression, veteran status, genetic information, or any other legally protected characteristic.
Your personal data is processed in accordance with our Candidate Privacy Notice (https://www.wayfair.com/careers/privacy). If you have any questions or wish to exercise your rights under applicable privacy and data protection laws, please contact us at [email protected].
