Who We Are

The B2B Strategy & Operations team develops the go-to-market strategy and operating model for Wayfair’s B2B business, Wayfair Professional. We help drive both long-term thinking about what customer experience will maximize profitable growth and shorter-term measures improving operational efficiency. We do this in partnership with a 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 expand and upgrade the strategic capabilities that support our growing sales team.

What You’ll Do

As the Manager of Sales Operations - Tools & Training, you will be responsible for articulating the vision, architecture and execution of the sales/customer facing Tools (products) used by Wayfair Professional’s Sales Team. This role is accountable for business analysis that ensures a seamless experience for Wayfair Professional’s Sales Team and ensures their tools are providing value for incremental sales productivity and efficiency. You’ll do so in partnership with a cross-functional team including Sales, Product, and Engineering among others. This role entails comfort working with large data sets to formulate actionable insights. Relationship Management will be key as this role requires engagement with Sales and Business leaders across the organization. 

• Manage 1-3 general analysts with a commitment to fostering an environment of learning & development across the team
• Thought leadership on analytical outputs to guide improvements to sales processes and operating model efficiencies
• Introduce process efficiencies, new product initiatives, and evangelize enhancements on behalf of the Sales Operations team under the guiding principle of optimizing a salesperson’s day
• Maintain customer focus in all decision-making processes through on-going feedback loops.
• Work with External vendors, Product and Engineering teams to define business rules and requirements for tech stack investments
• Demonstrate an ownership mindset via fact finding, root cause analysis, communication and resolution for any sales tools related issues
• Engage in roadmapping and  prioritization through diligent value-at-stake analysis and scoping efforts
• Demonstrate an entrepreneurial spirit through innovation of tools and processes

What You’ll Need

• Given the strategic and cross-functional nature of this role, the qualified candidate must have strong quantitative and analytical skills, as well as excellent communication skills and a collaborative mindset.
• Experience working in a matrix environment and managing cross-functional projects, required.
• Experience managing a high-performing team, and a track record of developing talent, required.
• Experience working in a fast-growth company or shaping your own work plan, preferred.
• Experience with Excel, required.
• Experience with SQL,Looker and Salesforce, preferred. 
• Previous experience in one of the following roles preferred:Sales Operations, Consulting (ideally with exposure to sales strategy, go-to-market strategy).
• Bachelor’s degree and six+ years of experience required. MBA (or Master’s Degree in Operations Research, or similar field) preferred.