B2B Sales Account Manager

Wayfair; United States; Remote; USD 32,000 - 38,000; Full time

Job summary

A leading B2B sales organization seeks a results-driven B2B Sales Account Manager to manage and grow a portfolio of clients. This full-cycle sales role involves proactive outreach and strategic relationship management to drive revenue and deliver tailored solutions. The ideal candidate will have extensive sales experience and a strong ability to build long-term relationships within the industry.

Benefits

PTO

401(k) with up to 4% match

Tuition reimbursement up to $5,250/year

Employee discount

Referral Bonus: $500

Qualifications

• Minimum 3 years of outbound sales experience.
• At least 3 years managing a large B2B client portfolio.

Responsibilities

• Manage a portfolio of high-value accounts focusing on growth.
• Drive revenue growth by meeting and exceeding targets.
• Use sales tools to track activities and forecast revenue.

Skills

Sales Experience

B2B Expertise

Communication

Adaptability

Tools

Salesforce

Looker

LinkedIn Sales Navigator

Job description

Join to apply for the B2B Sales Account Manager role at Wayfair.

This range is provided by Wayfair. Your actual pay will be based on your skills and experience — talk with your recruiter to learn more.

Base pay range

$32,400.00/yr - $38,000.00/yr

Overview:

About Wayfair Professional

Wayfair Professional is a leading B2B sales organization focused on helping businesses create exceptional, functional spaces. Since 2012, we've streamlined the procurement process for furniture, fixtures, and décor—delivering fast, reliable, and value-driven solutions tailored to the needs of commercial customers.

We seek a results-driven Business Account Manager (BAM) to manage and grow a portfolio of B2B clients within a dedicated industry vertical. This role involves building deep expertise and long-term relationships within one specific industry, supporting sectors like Office, Property Management, Construction, Interior Design, and Accommodations.

As a full-cycle sales role, the BAM drives revenue through proactive outreach, strategic relationship management, and consultative selling. Success depends on strong cross-functional collaboration and delivering tailored solutions addressing industry-specific challenges and opportunities.

What you’ll do:

• Manage a portfolio of high-value accounts, focusing on growth, retention, and reactivation, often requiring strategic sales approaches and collaboration across teams.
• Drive revenue growth by meeting and exceeding quarterly and annual targets.
• Conduct proactive customer outreach via calls, emails, virtual meetings, and pipeline management to deepen engagement and expand share of wallet.
• Communicate Wayfair’s value proposition, including product range, design services, project management, and tailored solutions, leveraging cross-sell and up-sell opportunities.
• Partner with internal teams to deliver seamless support and ensure a cohesive customer experience.
• Gather feedback from customers and internal stakeholders to improve relationships and account performance.
• Use sales tools like Salesforce, Looker, and LinkedIn Sales Navigator to track activities, forecast revenue, and strategize.
• Build long-term relationships through strategic, consultative selling, maintaining a healthy pipeline of opportunities.
• Manage your schedule effectively, respond promptly, and support purchases via Wayfair Professional platform.
• Serve as a subject matter expert on Wayfair Professional’s offerings, advising customers with your industry knowledge.
• Collaborate with colleagues and partners to resolve issues and contribute to team success.
• Approach problems with solutions-oriented mindset to ensure client satisfaction.
• Represent Wayfair professionally, embodying our People Principles for a first-class customer experience.

What You’ll Need:

• Location: Remote; some travel (up to 10%) for trade shows or training.
• Sales Experience: Minimum 3 years of outbound sales experience with a proven track record.
• Book Management: At least 3 years managing a large B2B client portfolio.
• B2B Expertise: Skilled in complex sales cycles, needs analysis, and sound judgment.
• Adaptability: Comfortable in fast-paced, high-growth environments.
• Accountability: Proactive ownership of performance and development.
• Communication: Excellent written and verbal skills to influence and build rapport.
• Technical Skills: Proficient with digital tools, CRM (e.g., Salesforce), and remote working tools; AI familiarity is a plus.
• Schedule: Work hours aligned with EST, available between 7:00 AM - 7:00 PM in local time, with majority overlapping 9:00 AM - 4:00 PM EST.
• Training: Mandatory attendance during initial training period without absences or tardiness.

Compensation and Benefits:

• Salary & Bonus: Base salary $32,400 - $38,000; uncapped bonuses; total on-target earnings $95,000 - $110,000, top performers earning $125,000 - $145,000.
• Time Off: PTO, federal holidays, floating holiday, parental leave options.
• Retirement: 401(k) with up to 4% match.
• Discounts & Incentives: Employee discount, bonuses, SPIFFs, sales contests.
• Education: Tuition reimbursement up to $5,250/year after 6 months of employment.
• Referral Bonus: $500 per successful referral.
• Culture: Inclusive, collaborative environment aligned with our values.

About Wayfair Inc.

Wayfair is a global leader in online home goods retail, committed to innovative technology and problem-solving. We offer rapid growth, continuous learning, and dynamic challenges. We celebrate diversity and inclusion, valuing every voice in our community.

Data privacy is important to us. For details, see our Candidate Privacy Notice. Contact [e-mail] with questions or rights exercise requests.

Additional Details:

• Seniority level: Mid-Senior level
• Employment type: Full-time
• Job function: Sales and Business Development
• Industry: Retail