Manager/Senior Manager, B2B Sales Operations - Compensation

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about 2 years old

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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 Compensation Manager on the B2B Sales Operations team, you will be responsible for the strategy, architecture and execution of Wayfair Professional’s sales compensation function. This individual’s primary responsibilities include compensation plan design & execution, quota setting, communication & disbursement, configuration & maintenance of compensation plans via third party tools, and performance reporting & analysis. Relationship management is key in this role, as it requires cross-functional partnership with Sales, Finance, and Engineering among others.

- Partner with senior leadership to understand and align on sales program strategy and priorities
- Provide guidance to senior leadership and support key strategic initiatives through Compensation-related thought leadership and analysis
- Work with B2B leadership to define compensation strategies that support desired customer experience and business outcomes
- Design and execute data-driven, scalable, and financially sound compensation plans aligned with business strategy; ensure effective configuration of compensation tools and documentation
- Ensure effectiveness of compensation plans and enable continuous improvement through proactive reporting & analysis and partnership with Sales and Program leadership
- Manage the administration and execution of Sales teams’ targets, including measurement of goal attainment
- Work with Product & Engineering teams to prioritize and define business rules & requirements for process automation
- Own change management and communication related to ongoing or new compensation practices
- Own the fact-finding, communication and resolution for Compensation-related issues

What You’ll Need


- 5+ years of professional experience, including experience in a compensation-related role (required)
- Strong quantitative and analytical skills, as well as excellent communication skills and a collaborative mindset (required)
- Curiosity and eagerness to have an impact on the business, especially as it relates to sales strategy, customer experience and process improvement among others (required)
- Experience managing a high-performing team, and a track record of attracting and developing talent (required)
- Experience working in a matrixed environment and managing cross-functional projects (required)
- Ability to thrive in a fast-paced, evolving organization while juggling several priorities (required)
- Good business judgement and problem solving skills (required)
- Experience with Salesforce and Xactly (or similar tools) (required)
- Experience with Excel, PowerPoint (required), SQL / GBQ, and Tableau / Looker (preferred)
- Bachelor’s degree (required); Master’s degree in business or analytical field (preferred)

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, or genetic information.