Senior Associate, Commercial GTM for Wayfair Professional

Wayfair; Boston (MA); Hybrid; USD 120,000 - 150,000; Full time

Benefits offered by this job

Full health benefits (Medical, Dental,

Vision, HSA/FSA

2nd.MD access

GeoBlue global health insurance

Wellbeing support

Life/AD&D insurance

401(k) matching

Parental Leave & Adoption Reimb.

Tuition Reimbursement

Employee Discount

Gym/Fitness discounts

BenefitHub perks

Donor matching program

Job summary

Wayfair is seeking a Senior Associate, Commercial GTM – Property Management to own the PM GTM workstream and drive profitable growth. You will partner with Sales and Marketing to refine acquisition motions, improve data quality, and scale enablers like payment terms and ePro across cross-functional teams.

The role requires data-driven thinking, 3+ years in B2B strategy, and strong collaboration skills. It is a hybrid position based in Boston, with in-office Monday-Thursday and remote Fridays.

Qualifications

• 3+ years in B2B strategy or related analytical role.
• Experience leading cross-functional initiatives from problem definition to implementation.
• Strong analytical skills and proficiency with Excel or Google Sheets.
• Experience partnering with Sales/Marketing on go-to-market initiatives and ability to present to leaders.
• Bachelor’s degree in Business, Economics, or related field.
• Familiarity with CRM tools such as Salesforce; experience in property management or commercial real estate a plus.

Responsibilities

• Own PM GTM workstream and profitable growth for PM segment.
• Diagnose profitability of top PM accounts and improve unit economics.
• Design and refine PM customer acquisition strategy with Sales/Marketing cross-functionality.
• Improve PM customer data quality and usability for better targeting.
• Launch PM enablers (e.g., payment terms, ePro) with defined use cases and metrics.
• Collaborate across teams to unblock scaling and align on priorities.

Skills

B2B strategy

Go-to-market

Data-driven

Cross-functional leadership

Excel/Sheets

Education

Bachelor's degree in Business/Economics or related field

Tools

Salesforce

Job description

This position is a hybrid in-office role that works out of our Boston HQ (Monday-Thursday will be working in office and Friday is work from home). This is not a virtual / remote position.

At this time, Wayfair will not sponsor applicants for this position for the following work visas: F1-OPT, STEM OPT EAD, H-1B, H-1B1, E-3, O-1, J-1, or TN.

Senior Associate, Commercial GTM – Property Management

About Wayfair Professional (Wayfair B2B)

Wayfair Professional is a multi-billion dollar business serving 1M+ active customers across several industries, with a focus on Office, Interior Design, Contractor, and Property Management sectors. We serve customers through a credentialed-only site experience and an offline sales organization structured to accommodate vertical expertise and account complexity. We are committed to providing exceptional service and tailored solutions to our commercial customers and becoming their preferred partner for spaces where people work, live, stay, and play.

About The Role

The Senior Associate, Commercial GTM will play a vital role in scaling Wayfair Professional’s Property Management (PM) business. This role sits within the Commercial GTM & On Site Programs team and is responsible for identifying and implementing the processes, strategies, and enablers required to profitably grow our PM segment.

You will act as the owner of the PM GTM workstream: identifying and scaling where and how we’re winning today, validating hypotheses with data and stakeholders, and partnering with Sales and Marketing teams to unlock profitable growth. This is a high-ownership, cross-functional role with direct line of sight to a key growth pillar for Wayfair Professional and the broader Wayfair LLC.

What You’ll Do

• Own the Property Management GTM workstream
  • Serve as the primary owner for our PM commercial GTM strategy, with accountability for driving profitable growth in this segment.
• Diagnose and improve profitability of top PM accounts
  • Analyze performance of our largest PM customers to understand and scale each customer’s profitability.
  • Partner with Sales, Finance, and Sales Operations to design and implement actions that improve unit economics and overall account profitability.
• Design and refine PM customer acquisition strategy
  • Evaluate current top-of-funnel and acquisition motions for PM customers and identify key gaps and opportunities.
  • Work with Sales, Marketing, and Territory to build, test, and iterate on acquisition programs and playbooks that improve the volume and quality of PM opportunities.
• Improve PM customer data quality and usability
  • Assess the current state of PM customer and account data; identify what is missing or inaccurate.
  • Partner with Data, Sales Tech, and other stakeholders to improve data validity, structure, and accessibility so that we can better segment, target, and serve PM customers.
• Launch and scale key PM enablers (e.g., terms, ePro)
  • Develop and execute a go-to-market plan for PM-specific enablers such as payment terms, ePro solutions, and other commercial constructs.
  • Define use cases, success metrics, and rollout plans, and partner with Sales and Sales Tech to drive adoption.
• Work cross-functionally to unblock scaling
  • Proactively surface and prioritize the biggest blockers to PM growth across assortment, pricing, payments, customer data, and sales motions.
  • Facilitate alignment and execution across Sales, Sales Tech, Territory, Marketing, and other teams to ensure we are set up to scale where we already win and expand into new opportunities.
• Set priorities based on business need
  • Use data, stakeholder feedback, and your own structured thinking to decide where to spend your time and which problems to tackle first.
  • Regularly communicate goals, progress, and trade-offs to leadership and cross-functional partners.

What You'll Need

• 3+ years of experience in B2B strategy, go-to-market, business operations, consulting, or a similar analytical or strategic role.
• Experience leading cross-functional initiatives from problem definition through implementation, including the ability to turn ambiguous problems into clear hypotheses, workstreams, and measurable outcomes.
• Strong analytical skills and proficiency with Excel or Google Sheets; ability to use data to size opportunities, evaluate profitability, and track results.
• Experience partnering with Sales and/or Marketing on go-to-market initiatives, with strong written and verbal communication skills and the ability to present recommendations to cross-functional partners and leaders.
• Bachelor’s degree in Business, Economics, or a related field, or equivalent practical experience.
• Preferred: Familiarity with CRM tools such as Salesforce. Experience in property management, commercial real estate, or an adjacent B2B sector is a plus.

Benefits & Perks - US

• Full health benefits available (Medical, Dental, Vision, HSA/FSA) on day one for eligible employees.
• No-cost access to 2nd.MD, a virtual expert medical consultation and navigation service.
• Global Traveler Health Insurance through GeoBlue.
• 24/7 access to mental, financial, physical and emotional wellbeing support, plus an enhanced offering of therapy and coaching.
• Automatic enrollment into Basic Life and Accidental Death & Disability Insurance.
• 401(k) matching with immediate vesting.
• Paid Parental Leave, Surrogacy & Adoption Reimbursement and Caregiver Services.
• Tuition Reimbursement.
• Wayfair Employee Discount.
• Gym/Fitness Discounts (Wellhub and varying regional memberships).
• Exclusive access to thousands of perks & discounts through BenefitHub.
• Yearly match up to $500 for personal donations made by employees to registered 501(c)(3) nonprofits.

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].

The above base pay range may vary depending on location, job-related knowledge, skills and experience. For internal candidates, compensation determinations will be made based on your current position / level, your location, and the new position according to Wayfair's internal mobility policy. As you move through the internal interview process, your recruiter will be able to provide additional details regarding your specific compensation. Please note, the terms of internal offers, including the salary offered, are not negotiable.