Sales Compensation Manager

Wayfair; Boston (MA); Hybrid; USD 121,000 - 132,000; Full time

Job summary

Wayfair seeks a Compensation Manager to lead the end-to-end incentive compensation strategy for our Global Compensation team, focusing on the high-growth Physical Retail vertical. This Boston-based hybrid role requires onsite presence Monday-Thursday, with Friday remote work—and equity is part of the package.

You will partner with Legal, Sales, Finance and Talent leadership to design plans, model impacts, benchmark against peers, and create governance documentation to ensure clarity and

Qualifications

• Bachelor’s degree in Finance, Business Admin, Economics or related quantitative field.
• 5+ years in sales compensation, sales operations, or incentive design with 2+ years focused on incentive design.
• Advanced proficiency in Excel or Google Sheets and building complex financial models.
• In-depth knowledge of incentive structures and ability to translate data into insights.

Responsibilities

• Design and develop innovative sales incentive compensation plans for Physical Retail.
• Model financial impact and motivational effectiveness of plan designs.
• Benchmark against industry data to ensure competitiveness and alignment with best practices.
• Develop plan documents, policies, and governance frameworks.
• Support dashboards and reporting for KPIs like payout distributions and quota attainment.
• Provide data-driven recommendations to leadership for continuous improvement.
• Balance new strategies with standardized, scalable solutions.

Education

Bachelor’s degree in Finance, Business Administration, Economics, or related quantitative field

Tools

Microsoft Excel

Google Sheets

Xactly

Varicent

CaptivateIQ

Salesforce

Tableau

Power BI

Job description

• Certified Sales Compensation Professional (CSCP) designation.

Salary Range: $ 121,000 - $132,000 per year, plus equity.

The above base pay range may vary depending on location, job-related knowledge, skills and experience. The range listed is just one component of Wayfair’s total compensation package for employees. Depending on the position offered, equity, bonuses, commissions and other forms of compensation may be provided as part of the compensation package, in addition to a comprehensive suite of medical, financial and additional benefits.

This is a Boston-based hybrid role. You are required to be onsite Monday through Thursday in our Boston, MA headquarters. Friday is WFH.

The Total Rewards team at Wayfair comprises Compensation and Benefits. Our plans are designed to help Wayfair attract and retain the talent our business verticals need to execute their objectives and contribute to our employee value proposition where our culture of empowerment and opportunity are front and center. We accomplish this by focusing on qualitative and quantitative data to deliver differentiated, cost-effective strategies, and equitable access, process, and outcomes.

We are seeking a Compensation Manager to join our Global Compensation team. This role is responsible for the end-to-end strategy and optimization of our incentive compensation programs, focusing primarily on our high-growth Physical Retail vertical. The ideal candidate is a subject matter expert with a strategic mindset to create incentive plans that motivate our sales and field teams, align with corporate objectives, and drive sustainable revenue and profit growth. As a manager, you will act as a key business partner to Field, Finance, and Talent leadership, providing critical insights and consultative guidance on all matters related to sales compensation and variable incentive design.

This role sits within the Field Compensation team, which is responsible for setting the global compensation strategy for Sales, Physical Retail, Supply Chain, and Customer Services. You will report directly to the Head of Field Compensation and play a key role in shaping the compensation landscape for our employees worldwide.

What You’ll Do

• Partner with senior Legal, Sales, Finance, and Business leadership to design and develop innovative sales incentive compensation plans for various roles in Physical Retail.
• Conduct comprehensive modeling and what-if analysis to assess the financial impact and motivational effectiveness of proposed plan designs.
• Perform annual benchmarking against industry and peer group data to ensure our compensation programs are competitive and aligned with best practices.
• Develop and formalize plan documents, policies, and governance frameworks to ensure clarity, consistency, and compliance.
• Support development of dashboards and reporting to track key performance indicators (KPIs) such as plan effectiveness, cost of sales, quota attainment, and payout distributions.
• Analyze plan performance and provide actionable insights and data-driven recommendations to leadership for continuous improvement.
• Balance launching new compensation strategies in emerging business lines with creating long-term standardized and scalable solutions.

What You’ll Need:

• Bachelor’s degree in Finance, Business Administration, Economics, or a related quantitative field.
• 5+ years of progressive experience in sales compensation, sales operations, and/or incentive compensation with at least 2 years focused directly on incentive compensation design and administration.
• Advanced proficiency in Microsoft Excel or Google Sheets, including experience building complex financial models, pivot tables, and using advanced functions.
• Deep understanding of various sales incentive structures (e.g., commission rates, accelerators, MBOs, SPIFFs) and their application to different sales roles and business goals.
• Proven ability to analyze large, complex datasets and translate them into clear, actionable insights for a senior audience.

Preferred

• Certified Sales Compensation Professional (CSCP) designation.
• Hands-on experience managing or administering a leading Incentive Compensation Management tool (e.g., Xactly, Varicent, CaptivateIQ).
• Experience with CRM systems (e.g., Salesforce)
• Experience with data visualization tools like Tableau or Power BI.
• Experience working in a global, matrixed organization, preferably in retail.

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 Accommodations 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].