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 Leader of Sales Strategy & Program Management, you will be responsible for making sure the sales experience for Wayfair Professional’s customers makes them want to shop with us again and again. You’ll do so in partnership with a cross-functional team including Marketing, Sales, Product, and Finance, among others. 

You manage the organization that determines how our 3 distinct sales programs should interact with our customers. You’ll identify opportunities to improve our operating model to improve efficiency across our entire sales ecosystem. You’ll lead teams that conduct diagnostic analyses to understand and influence the health of our business. You’ll introduce new initiatives into the Sales organization. You’ll influence the long-term strategy for the B2B business unit. Your output will live in the actions of hundreds of sales professionals and associated teams as part of a nine-figure, rapidly-growing business.

What You’ll Need:

• Experience leading strategy projects (i.e. evaluating a portfolio of options to improve growth and/or profitability within a business unit, ideally in the context of understanding industry-level, macroeconomic trends and business unit financial performance) required.
• Given the cross-functional and influential nature of the role, a qualified candidate has excellent communication skills and a collaborative mindset.
• Strong attention to detail and program and project management skills, including setting a vision and strategy, creating a multi-faceted, year-long roadmap, establishing communications cadences and methods, leading a team to deliver results against established deadlines, and removing bottlenecks and solving issues as they arise.
• Demonstrated experience leading teams of direct reports (who in turn have their own teams), as well as influencing cross-functional teams who do not report to the candidate.  Performance management skills required.
• Experience understanding an industry sales cycle (e.g. from business development to opportunity pipeline and sales funnel velocity) preferred,.
• Bachelor’s degree and 10+ years of experience required. MBA with coursework in management, economics, finance, etc. or Master’s in Public Administration with coursework in economics preferred.
  
  

Previous experience in one of the following roles preferred: technology program management, strategy consulting (ideally with exposure to sales strategy, go-to-market strategy, call center operations, or customer experience strategy); inbound sales strategy; call center / contact center strategy & operations or transformations; customer success strategy & operations; or customer experience strategy.