B2B Outbound Sales Manager

Wayfair; United States; On-site; USD 58,000 - 62,000; Full time

Job summary

Wayfair is seeking an Outbound Sales Manager to lead and develop a team of outbound sales representatives. You will be accountable for performance, coaching, pipeline health, and day-to-day execution, translating business priorities into clear actions and coaching customer conversations.

You will partner with sales leadership and cross-functional teams to ensure a consistent customer experience and drive process improvements.

Qualifications

• Experience leading, coaching, or developing a sales team.
• Track record of driving sales execution and accountability.
• Ability to use performance data, CRM or pipeline information.
• Strong coaching and communication skills with direct feedback.
• Sound judgment prioritizing competing needs and driving outcomes.
• Organizational skills and follow-through for coaching and operations.
• Collaborative, customer-focused approach to improving team processes.
• Willingness to travel at least twice a year for alignment and training.

Responsibilities

• Lead and develop outbound sales reps through 1:1s and coaching.
• Set expectations and drive delivery against sales, productivity, quality, and customer outcomes.
• Review performance trends and turn insights into coaching actions.
• Manage pipeline health, qualification, aging, and handoffs; support deal strategy.
• Create a high-performance team environment with feedback and acknowledgment.
• Support onboarding and ramp, plus ongoing skill development and attendance conversations.
• Communicate results, risks and recommendations to leadership with evidence.
• Partner with cross-functional teams to resolve issues and implement process changes.
• Identify recurring workflow challenges and implement practical improvements.

Skills

People leadership

Sales coaching

Outbound sales management

Performance data usage

Strong communication

Accountability

Pipeline management

Job description

Role summary

Compensation: The estimated total compensation for this role ranges from $82,000 to $86,000, which includes a base salary range of $58,000 to $62,000, alongside a performance-based bonus of $24,000 per year. Please note: The base salary portion of this package is location-dependent and may be adjusted based on the cost of labor in your primary work region. We will provide a specific breakdown tailored to your location during the first interview.

We are looking for an Outbound Sales Manager to lead and develop a team of Outbound sales representatives. In this role, you will be accountable for your team’s performance, coaching, pipeline health, and day-to-day execution. You will turn business priorities into clear actions, help representatives improve their sales skills and customer conversations, and use performance insights to address opportunities and risks early.

You will partner with sales leadership and cross-functional teams to deliver a consistent customer experience, support adoption of processes, and improve how the team works. The right person brings a people-first coaching approach, sound commercial judgment, comfort working with performance data, and a strong bias for ownership and follow-through.

What you’ll do

• Lead, coach, and develop a defined team of outbound sales representatives through weekly 1:1s, call reviews, in-the-moment support, and ongoing feedback.
• Set clear expectations and help the team deliver against sales, productivity, quality, and customer-outcome goals.
• Review performance and activity trends, identify root causes, and turn insights into focused coaching and team actions.
• Manage pipeline health by reviewing opportunity quality, customer context, next steps, aging, and handoffs; support reps with deal strategy and follow-through.
• Build a team environment where people understand priorities, receive timely feedback, are recognized for strong contributions, and can raise issues early.
• Support new-hire onboarding and ramp, ongoing skill development, and appropriate performance or attendance conversations.
• Communicate team results, risks, and recommendations to sales leadership; elevate issues early with relevant evidence and a proposed path forward.
• Partner with cross-functional teams to resolve customer or operational issues and implement approved process and tooling changes.
• Identify recurring workflow challenges and contribute practical improvements that make team execution more effective and consistent.

What you’ll bring

• Experience leading, coaching, or developing a sales team, or equivalent experience demonstrating readiness for people leadership.
• A track record of driving sales execution and holding yourself and others accountable to clear goals.
• Ability to use performance data, CRM or pipeline information, and customer interactions to identify trends and guide action.
• Strong coaching and communication skills, including the ability to give direct, constructive feedback and adapt your approach to different people.
• Sound judgment in prioritizing competing needs, resolving day-to-day issues, and knowing when to involve leadership or partner teams.
• Strong organization and follow-through, with the ability to manage recurring coaching, pipeline, and operational responsibilities.
• A collaborative, customer-focused approach and interest in improving team processes over time.
• Willingness and ability to travel at least twice a year for team alignment, training, and leadership meetings.

How success will be measured

• Team performance and execution against applicable sales and quality goals.
• Rep skill growth, coaching consistency, and effective support for new-hire ramp.
• Healthy pipeline practices, accurate opportunity context, and dependable next-step follow-through.
• Early identification and resolution or escalation of risks and operational blockers.
• Clear communication, effective partnership, and sustained improvements to team execution and customer experience.

Assistance For Individuals With Disabilities

Wayfair is fully committed to providing equal opportunities for all individuals, including individuals with disabilities. As part of this commitment, Wayfair will make reasonable accommodations to the known physical or mental limitations of qualified individuals with disabilities, unless doing so would impose an undue hardship on business operations. If you require a reasonable accommodation to participate in the job application or interview process, please let us know by completing our Accomodations for Applicants form.

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 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, genetic information, or any other legally protected characteristic.

Your personal data is processed in accordance with our Candidate Privacy Notice (https://www.wayfair.com/careers/privacy). If you have any questions or wish to exercise your rights under applicable privacy and data protection laws, please contact us at [e-mail].