B2B Sales Account Manager, Wayfair
$65-85k
OTE
+ Competitive bonus potential based on performance metrics
More information about location
A global online homeware marketplace
Be an early applicant
A global online homeware marketplace
1001+ employees
Be an early applicant
$65-85k
OTE
+ Competitive bonus potential based on performance metrics
More information about location
1001+ employees
Company mission
To help everyone, anywhere create their feeling of home.
Role
Who you are
- Location: This is a remote work position conducted virtually. Travel: 10% travel can be expected in the event of participation at Trade shows or training
- Sales Experience: A minimum of 3 years of outbound sales experience with a proven track record of meeting or exceeding KPIs and performance metrics. Strong understanding of the key tenants of a sales process and sales funnel
- Book Management: Minimum of 3 years of experience managing a large book of business (B2B sales experience preferred)
- B2B Expertise: Proven ability to navigate complex B2B sales cycles, conduct business needs analyses, and apply sound business judgment
- Adaptability: Comfortable operating in a fast-paced, high-growth environment with evolving priorities and goals
- Accountability: Demonstrates ownership over performance, with a proactive approach to personal development and alignment with team and business objectives
- Communication Proficiency: Excellent written and verbal communication skills, with the ability to influence and build rapport across customers and internal stakeholders
- Technical Proficiency: Comfortable using digital tools and platforms, including email, video conferencing, CRM systems (e.g., Salesforce), spreadsheets (Google Sheets/Excel), and productivity tools. Prior experience working remotely and familiarity with AI tools is a plus
- Schedule Adherence: A standard workday consists of eight hours. Employees outside the Eastern Time Zone (EST) are encouraged to align with EST hours. All BAMs must be available between 7:00 AM and 7:00 PM in their local time zone, with a majority of hours overlapping with 9:00 AM to 4:00 PM EST
- Mandatory Training: Attendance at all training sessions is mandatory and cannot accommodate absences, time off, or tardiness during the initial training period
What the job involves
- We seek a results-driven Business Account Manager (BAM) to manage and grow a portfolio of B2B clients within a dedicated industry vertical
- While Wayfair Professional supports a broad range of sectors—including Office, Property Management, Construction, Interior Design, and Accommodations—this role is designed to build deep expertise and long-term relationships within one specific industry
- As a full-cycle sales role, the BAM drives revenue through proactive outreach, strategic relationship management, and consultative selling
- Success in this role depends on strong cross-functional collaboration and the ability to deliver tailored solutions that address the unique challenges and opportunities within the assigned industry
- Own and manage a book of high-value accounts, balancing growth, retention, and reactivation. Many accounts are large or complex, requiring strategic sales approaches and seamless cross-functional collaboration
- Consistently drive revenue growth across your portfolio by meeting and exceeding quarterly and annual targets
- Execute proactive, high-quality customer outreach—through outbound/inbound calls, emails, virtual meetings, and pipeline management—to deepen account engagement and expand share of wallet
- Effectively communicate Wayfair’s full value proposition, including product assortment, design services, project management, and tailored solutions—leveraging cross-sell and up-sell opportunities aligned to customer needs
- Partner closely with internal teams (e.g., Service, Design, and Large Project Solutions) to deliver seamless support and ensure a cohesive customer experience
- Foster a continuous feedback loop with customers and internal stakeholders to strengthen relationships, address challenges, and enhance overall account performance
- Leverage sales tools such as Salesforce, Looker, and LinkedIn Sales Navigator to track activity, forecast revenue, and inform strategy. Use performance insights to prioritize initiatives and improve KPIs
- Build long-term client relationships through strategic, consultative selling—cultivating repeat business and maintaining a healthy pipeline of opportunities
- Manage your time effectively to schedule appointments, respond promptly to customer inquiries, and support purchases through the Wayfair Professional platform
- Serve as a subject matter expert on Wayfair Professional’s offerings and capabilities, using your industry knowledge to advise customers and deliver value-added solutions
- Collaborate effectively with colleagues and partner teams to drive outcomes, resolve issues, and contribute to a high-performance team culture
- Take a solution-oriented approach to problem-solving, ensuring client satisfaction in every interaction
- Represent the Wayfair brand with professionalism and integrity, consistently embodying our People Principles to deliver a first-class customer experience
Our take
Wayfair emerged in the early era of eCommerce with a mission to revolutionize online shopping, offering customers a convenient platform to purchase goods. Today, it stands as one of the foremost global players in the online furniture delivery industry, boasting an impressive inventory of over 33 million products.
Renowned for its extensive product range and comprehensive service offerings, Wayfair distinguishes itself by providing an end-to-end customer experience, from browsing to doorstep delivery. Despite its prominence, the company faces profitability challenges attributed largely to expansion expenses. Nonetheless, its solid presence in the competitive online homeware sector solidifies its position as a key contender.
With ambitious global expansion plans, Wayfair remains committed to maintaining its leadership in the industry. As it aspires to become the ultimate destination for all home needs, its more recent ventures into physical retail represent significant strides toward this overarching goal.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
-14% employee growth in 12 months
Company
Company HQ
Prudential / St. Botolph, Boston, MA
Leadership
Niraj Shah
(Co-Founder & CEO)Studied Engineering at Cornell University before co-founding Spinners, a Boston-based IT services company. Previously acted as Entrepreneur in Residence for Greylock and has served as CEO of Wayfair since co-founding the company in 2002.
Steven Conine
(Co-Founder)Co-founded Spinners before working for Operations at iXL. Conine also co-founded Pillar VC in 2016.
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