Wayfair Professional helps Pros create just the right spaces, in just the right ways, through selection, service, value, and speed. We have established a high growth business within small/medium-sized businesses, and are now expanding to target large companies with our Key Account Sales team. We are looking for a leader to drive one of our Key Account Sales teams, and take our large account business to the next level.

What You’ll Do

In this role, you will directly manage a team of 8-10 Business Account Managers (BAMs) to develop and drive our approach to win with large B2B customers, growing revenue and evolving our approach with this new customer demographic. You will drive Key Account strategic initiatives with your individual team; develop nuanced approaches to your teams’ customers needs; coach and develop our most senior, tenured sales reps; engage with cross-functional partners to improve the Key Account and Wayfair Professional platform for long-term success with enterprise customers. Specifically, you will:

1. Manage Key Account Sales Team
Drive revenue from high-value customers by managing team of Business Account Managers (BAMs)
Drive sales strategy, managing team to revenue, activity, and other targets (e.g., opportunity pipeline management, customer QBRs, prospecting / outreach targets)
Coach and develop team members, for their short- and long-term growth within Key Accounts and Wayfair broadly
Instill best practices among team individually and as a group, setting a high bar for performance and driving continuous improvement
Drive approach for executive level partnerships with customers, and co-create structure for partnership negotiations with account managers

2. Develop and Lead Cross-functional Initiatives
Identify strategic initiatives to improve Key Account Sales, and drive implementation
Develop ideas for new initiatives to improve our go-to-market approach within Key Accounts, based on company size, vertical, customer needs, or services
Drive cross-functional partnerships to generate new platform improvements, and implement among Key Account team members
Communicate “voice-of-customer” themes across stakeholder groups, to drive improvements for Key Account sales

3. Large Account Strategy:
Partner to develop and improve our large account go-to-market strategy, developing new initiatives and ideas that improve our processes (e.g., opportunity pipeline management, call coaching, service / value proposition pitch) or sales strategy (e.g., attractive customer verticals, account prioritization)
Partner with functional areas to identify and prioritize capabilities that will drive the most impact (revenue/cost savings) to attract and process business with large accounts

What You'll Need
5+ years experience in Technology Sales, Enterprise Sales, Sales Management, or Business Development
Proven experience directly managing high-performing, analytical teams, to consistently meet KPI goals
Demonstrated experience building a business or delivering against aggressive targets & goals in a fast-paced, rapidly evolving environment
Articulate, persuasive, and structured communicator, able to earn the trust and buy-in of senior executives internally and with customers
Able to clearly and consistently work side-by-side with a broad range of levels and functions to achieve objectives
Ability to hit the ground running – a confident, entrepreneurial self-starter
Ability to manage and prioritize projects, and to delegate tasks appropriately
Innovative problem-solving skills – dissect and determine root causes of problems, and implement solution
Proven track record of leadership, taking ownership and driving results