ONSITE - Boston, MA (Monday - Thursday in office)

Wayfair Professional’s North American Business to Business (“B2B”) and Global Sales team is seeking a collaborative,  analytical-oriented leader to help drive Wayfair’s Global Sales agenda. The role will be a part of the Sales Go-To-Market Strategy team and craft and execute sales strategy for our B2B and B2C customers. We serve our B2B customers via a ‘gated’ site experience that is tailored based on a given customer’s vertical (e.g., Commercial Office, Interior Design, Contractor).  We serve higher-value customers (both B2B and B2C) sales support. Sales teams establish relationships with purchasing decision-makers, educate customers about Wayfair’s assortment, services, and capabilities, and proactively reach out to intercept emerging needs to help them complete their orders and projects.

We seek a motivated leader who will partner with leaders in Sales, Enablement, and Customer Journey team members to optimize the Sales experience for our customers. This role will report to the head of Sales Go-To-Market team, and partner directly with Sales and Tech leaders of respective programs and channels to drive improvements in how we engage Wayfair customers with Sales. This includes launching net new sales channels, adjusting which channels are paired with which customers, and defining the overall go-to-market strategy for each sales channel and Wayfair’s sales program as a whole. As opportunities are identified to improve the sales journey for our customers, you will proactively partner with cross-functional teams to prioritize improvements and ensure follow-through on execution. 

What you'll do:

• Support in crafting long-term strategy for new channel / program launches and go-to-market approach, optimizing the Sales experience for our B2B and B2C customers
• Think outside-the-box to define the future of Wayfair’s Sales experience, using market research on competitors, customer needs, and industry trends (e.g., Gen-AI) to inform thinking
• Deeply understand both qualitative and quantitative trends in the business to contribute to our strategy through market research, active “voice of customer” engagement, and strong knowledge of short/long-term KPI trends
• Create 6+ month roadmap that defines new Sales experiences and optimizes existing channels, tying these objectives to overall OKRs
• Coordinate cross-functional teams to:
• Develop net new sales experiences for our customers, partnering closely with Sales leaders and Sales Tech to define requirements that will translate to the most valuable experiences for our customers
• Optimize existing channels and Sales holistically by defining the role of Sales channels, evangelizing with Sales leadership, and designing / executing in partnership with Sales teams and Sales Tech
• Manage team of 1-3 Associates to:
• Assist in scoping project initiatives, ensuring project management operational excellence from problem definition through execution
• Drive execution to project deliverables, including hitting stage gate milestones, preparing / delivering updates to Sales / cross-functional teammates, incorporating feedback
• Primary evaluation criteria for this role will be: 
• How well are we executing the overall roadmap and individual programs / initiatives within the roadmap (e.g., how well-reasoned are the opportunities identified, are problem statements and improvements clear and well-designed, how is quality of execution and coordination with cross-functional partners in Analytics, Tech, Category Management)?
• How is the respective vertical performing relative to primary KPIs (e.g., revenue to forecast, customer happiness)?

What you'll need:

• 5+ years of experience in product management, strategy & operations, consulting, or similar roles focused on improving customer experience
• Communication: Ability to understand and empathize with diverse stakeholders across functions, and tailor messaging / communication appropriately; ability to create consistent messaging about complex projects, flexing to audience needs but creating cohesion on the objective and guiding principles
• Strategic thinking / problem solving: Ability to break down complex, ambiguous problems into logical objectives, translating needs into discrete, actionable steps for partner teams to execute
• Cross-functional collaboration: Passion for working collaboratively across functions to drive operational improvements and projects. Empathetic with stakeholder and partner (vertical GMs, sales tech, analytics, other customer experience teams) needs and perspectives to drive cohesive vision and execution
• Team leadership: Experience leading teams of associates, leveraging team members to maximize speed to execution, proactively coaching toward operational excellence, developing and leveraging diverse skill sets, managing workloads to delegate and distribute appropriately
• Program/Process management: Ability to manage processes efficiently by scoping logical steps from ideation to project completion, organizing data / materials for broad understanding, synthesizing stakeholder feedback, ensuring project interim steps are on time, and delivering results on time with high quality
• Data Analysis: Experience large data sets and extracting insights, preferably with SQL or GBQ as well as visualization tools (e.g., Looker, Data Studio) 
• Data Interpretation: Ability to synthesize insights from data analysis, understanding trends that affect performance in the short-term and identifying long-term opportunities for improvement

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 Berlin, 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.

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