Wayfair Careers

Head of B2B Sales Programs

Boston, MA
Sales - Business Development & B2B Sales


Job Description

Head of B2B Sales Programs

About the role

Wayfair’s B2B business, Wayfair Professional, is looking for a senior professional to guide customer engagement across its entire sales organization of over 500 agents, delivering a nine-figure annual revenue target.  Wayfair Professional helps hundreds of thousands of businesses to create the perfect space for their clients, guests and employees. We serve customers in the Office, Hospitality, Interior Design, Contractor, Property Management and other sectors, with a broad assortment across furniture, fixtures and decor.  Wayfair Professional has nearly tripled in size over the past 24 months, and we are seeking to reshape our sales strategy and operating model across our large and growing portfolio of customer programs.

As the Associate Director of B2B Sales Programs, you will develop and drive the engagement model across all B2B customer types, ranging from large enterprise clients to sole proprietorships and serving all industries.  You will manage a team of ~10 strategy and operations professionals, and your work will determine the allocation of an annual operating budget in excess of $50 million. Functioning as a general manager, you will seek to maximize revenue growth while delivering significant operating expense leverage across the Wayfair Professional business.  You will report to the COO of Wayfair Professional and will be a core member of the B2B Central Strategy & Operations leadership team.

Key responsibilities

Customer segmentation and sales program definition

  • Identify the customer characteristics (e.g., size, industry, maturity) that determine segments for the purpose of sales engagement and a define the programs accordingly
  • Articulate the customer engagement model by program (e.g., mix of proactive engagement vs. self-service, frequency of interaction, prescribed vs. agent-driven sales activities)
  • For large/enterprise segment(s), identify and prioritize specific customer targets

Sales strategy and operating model development

  • Define sales roles required within each program (e.g., prospecting vs. acquisition vs. customer success responsibilities)
  • Determine resource intensity by program/role and allocate headcount accordingly; build a multi-year headcount plan based on these inputs
  • Design organizational structure to maximize effectiveness and efficiency within and across programs
  • Determine appropriate timing of new market entry for Wayfair Professional globally and structure teams to optimize revenue

Sales compensation and incentives strategy

  • Establish KPIs and compensation frameworks to deliver on the sales strategy for each program
  • Work with Sales Operations to develop the detailed compensation plan

Customer engagement activities by program

  • Lead a team of program managers who define specific tactics (e.g., triggered outbound calls, tailored promos/campaigns) to maximize revenue and ROI for customers within each program
  • Manage large project teams of cross-functional partners (e.g., Marketing, Merchandising, Pricing) to develop and deliver this programming
  • Ensure that the product development roadmap for sales tools (e.g., CRM, pricing tools, telephony) supports these approaches
  • Define sales training priorities to enable the targeted behaviors/tactics

Reporting and communication

  • Provide regular reporting to senior leadership on program progress and business results
  • Roll-out major program changes across the sales organization; drive change management best practices
  • Proactively course-correct based on results and ensure cross-functional support



Desired skills and experience

  • 8+ years of experience in commercial / demand-generation functional areas – either as an operator or a strategic consultant
  • Proven track record of taking ownership and driving results
  • Comfort with managing both through direct control and through influence only, including deep expertise in cross-functional project management
  • Highly analytical, including experience with analyzing and interpreting large data sets directly (experience with SQL a plus)
  • Ability to communicate effectively at all levels of seniority; exceptionally strong written and verbal communication skills; can simplify complex processes/concepts to drive understanding and alignment
  • Rigorous and transparent organization and execution
  • Entrepreneurial spirit and/or prior experience in a high-growth/startup environment



About Us:

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, or genetic information.

Tag: SLS-B2B
Requisition ID: 33101