Senior Analyst, Sales Compensation

Wayfair; Boston (MA); Hybrid; USD 90,000 - 120,000; Full time

Job summary

Wayfair is seeking a Senior Analyst for the Sales Compensation team in Boston to design, optimize, and administer incentive plans that shape our sales engine. You will blend data architecture with business strategy, advising senior leadership and owning optimization of incentive workflows.

You will partner with Sales, Product, Engineering, and Analytics to automate pipelines, deliver actionable insights, and drive cross-functional impact in a hybrid Boston-based role.

Qualifications

• 3+ years of professional experience in sales compensation, sales operations, or FP&A.
• Strong business acumen with ability to translate data into insights.
• Excellent communication skills with senior stakeholders.

Responsibilities

• Design, execute, and optimize variable compensation plans for Sales programs.
• Own plan deliverables and act as SME for plan design and data-driven reporting.
• Partner with sales leadership to translate priorities into incentive strategies.
• Design scalable, financially sound compensation plans aligned with strategy.
• Ensure plan effectiveness via reporting and deep-dive analyses.
• Own monthly payroll calculation, audit, and submission for timely disbursement.
• Configure and optimize compensation tools (CaptivateIQ) and automate data pipelines.

Skills

Advanced data analysis

Communication with executives

Project management

Education

Bachelor's or Master's in a quantitative field

Tools

CaptivateIQ

Xactly

Anaplan

SQL/GBQ

Tableau/Looker/PowerBI

Job description

At this time, Wayfair does not provide sponsorship for employment authorization for this position.

Onsite in Boston, MA (M-TH)

The Sales Compensation team sits within Global Sales Planning & Analytics, which maximizes sales performance through compensation, territory, and customer outreach strategy. The Sales Compensation team is responsible for the design and administration of incentive compensation plans for a sales organization of over 500 employees globally across Business-to-Business (B2B) and Business-to-Consumer (B2C) teams.

As a Senior Analyst, you will not just administer incentive plans- you will actively shape the strategy that drives our sales engine. This role lets you blend complex data architecture with business strategy, advising senior leadership and owning the optimization of our incentive workflows.

What You’ll Do

In this role, you will drive the design, execution, and strategic optimization of variable compensation plans for various Sales programs. You will own key deliverables and processes, acting as the subject matter expert (SME) for plan design, data-driven performance reporting, and calculation workflows.

• Strategic Advisory: Partner directly with sales leadership to translate program priorities into actionable, data-driven incentive compensation strategies.
• Plan Architecture: Drive the design and implementation of scalable, financially sound compensation plans that align behavior with business strategy.
• Performance & Analytics: Ensure the effectiveness of current plans via reporting and conducting deep-dive analysis for continuous improvement.
• Operational Execution: Own the monthly payroll calculation, audit, and submission process for timely, accurate disbursement.
• System Ownership: Implement, maintain, and optimize the configuration of compensation tools (specifically CaptivateIQ), driving automation across the platform.
• Cross-Functional Collaboration: Partner with Product, Engineering, and Analytics teams to automate data pipelines and streamline resolution workflows.
• Change Management: Partner with Communications, Talent, and Sales Leadership to deliver clear change management plans and communications for new or evolving compensation practices, ensuring alignment across the sales organization

What You’ll Need

• A Bachelor’s or Master’s degree in a quantitative field (e.g., Finance, Economics, Statistics, or Analytics).
• 3+ years of professional experience in sales compensation, sales operations, or financial planning & analysis (FP&A).
• Advanced proficiency with data manipulation tools, including Excel/Google Sheets, SQL/GBQ, and visualization platforms like Tableau, Looker, or PowerBI.
• Hands-on experience with CaptivateIQ (or similar enterprise incentive automation tools like Xactly or Anaplan) is strongly preferred.
• Strong business acumen and problem-solving skills, with a proven track record of handling ambiguous challenges independently.
• Excellent communication skills, with the ability to articulate complex financial concepts to both sales reps and executive stakeholders.
• Proven project management experience, including the ability to manage multiple stakeholder timelines and implement large-scale process improvements.

An Important Note About Our In-Office Policy

All Boston-based corporate employees work in a hybrid capacity. Employees will work in the office on designated days, Monday through Thursday, and work remotely on Fridays.

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.

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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].