Senior Associate, Sales Territory Planning & Analytics

Wayfair; Boston (MA); Hybrid; USD 85,000 - 120,000; Full time

Job summary

Wayfair Professional’s North American B2B team seeks a collaborative, analytical Associate to help drive the B2B agenda. The role sits on the Territory planning team to execute strategy across North America, supporting high-value customers with sales assistance.

You will partner with sales and enablement teams to optimize the sales process, monitor performance, and deliver short- and long-term initiatives. 3–4 years experience in sales enablement or related roles and Salesforce familiarity are

Qualifications

• 3–4 years of experience in sales enablement, project/program management, strategy & operations, consulting, or similar roles supporting Sales, Customer Service, or Marketing teams.
• Ability to understand and empathize with diverse stakeholders across functions and tailor messaging for resonance.
• Proven problem-solving skills to translate sales needs into discrete, actionable steps.
• Strong collaboration across functions to drive operational improvements and project success.
• Experience with Salesforce.

Responsibilities

• Understand business trends and KPI movements through qualitative and quantitative insights.
• Scope data requests for analytics, interpret results, and develop short-term plans to address performance.
• Lead medium- and long-term initiatives with clear deliverables, milestones, and cross-functional involvement.
• Support operational efficiency by collaborating with our offshore team to complete territory BSD tickets within SLA.

Skills

Sales enablement

Project management

Strategy & operations

Consulting

Communication

Tools

Salesforce

Job description

Wayfair Professional’s North American Business-to-Business Sales (“B2B”) team is seeking a collaborative, analytical-oriented Associate to help drive Wayfair Professional’s B2B agenda. The role will be a part of the Territory planning team that will help execute the B2B strategy across North America. While our site and app experience allow for seamless self-service, our higher-value customers benefit from sales support.

Sales teams establish relationships with purchasing decision-makers, educate customers about Wayfair’s assortment, services, and capabilities, and proactively reach out to intercept emerging needs to help them complete their orders and projects.

We seek a motivated Senior Associate who will partner with sales teams and internal enablement team members to optimize the sales process to consistently exceed sales targets and customer experience. This includes proactively partnering with sales and analytics teams to monitor performance, create action plans to improve performance, and execute medium/long-term program and channel-level project initiatives that improve customer and seller/agent experience and optimize workflows.

What You'll Do

• Understand Business Trends: Gain deep qualitative and quantitative insights through "voice of seller" engagement and maintain a strong understanding of short and long-term KPI trends.
• Drive Short-Term Performance Improvements:
  • Scope data requests for our analytics teams, interpreting results to validate qualitative feedback and understand business trends.
  • Develop clear, actionable short-term plans to address underperformance or accelerate positive trends, including defined tasks, milestones, and deliverables.
  • Align with and alert partner teams to ensure effective execution.
  • Communicate progress and resolutions to both partner teams and sales members.
• Lead Medium & Long-Term Initiatives:
  • Assist in scoping project initiatives, ensuring operational excellence through clear deliverables, resource allocation, timelines, and cross-functional involvement.
  • Drive project execution, meeting stage-gate milestones, preparing and delivering updates to senior sales leadership (L4+) and cross-functional teammates, and incorporating feedback.
  • Coordinate cross-functional teams and resources, strategically assessing and acting on tradeoffs across various business functions (e.g., sales programs, tech resources, marketing, operations).
• Support Operational Efficiency: Collaborate with our offshore team to complete territory BSD tickets within service level targets.

What You'll Need

• Experience: 3-4 years of experience in sales enablement, project/program management, strategy & operations, consulting, or similar roles supporting Sales, Customer Service, or Marketing teams.
• Stakeholder Management: Ability to understand and empathize with diverse stakeholders across functions, tailoring messaging and communication to ensure resonance. You can create consistent messaging about complex projects, adapting to audience needs while maintaining cohesion on objectives and guiding principles.
• Problem-Solving: Proven ability to break down complex, ambiguous problems into logical objectives, translating sales needs into discrete, actionable steps for partner teams.
• Collaboration: A strong passion for working collaboratively across functions to drive operational improvements and project success.
• Process Management: Efficiently manage processes, scoping logical steps from ideation to project completion.
• Analytical Skills: Ability to synthesize insights from data analysis and understand key trends.
• Technical Proficiency: Experience with Salesforce.

An Important Note about Wayfair's In-Office Policy:

All Boston-based interns, Co-ops, and corporate employees will be in office in a hybrid capacity. Employees will work in the office on designated days, Monday - Thursday, and work remotely Friday.

Massachusetts Applicants:

I understand that it is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

At this time, Wayfair will not sponsor applicants for employment authorization 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.

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].