Senior Manager Field Compensation

Wayfair; Boston (MA); Hybrid; USD 147,000 - 187,000; Full time

Job summary

Wayfair in Boston is seeking a Head of Field Compensation to lead strategy, design, governance, and ongoing effectiveness of incentive programs across Stores, Supply Chain, Sales, and Customer Services. Hybrid role with onsite Mon-Thu at our Boston headquarters and remote on Fridays; you will translate business priorities into scalable compensation frameworks and guide senior-level decisions.

You will build a governance framework, own plan health metrics, perform financial modeling, and develop

Qualifications

• 8+ years in sales compensation, sales operations, or incentive compensation.
• Experience leading incentive compensation design and administration.
• Advanced proficiency in Excel/Google Sheets with complex models.

Responsibilities

• Own the strategy and roadmap for Field incentive programs with a team of analysts.
• Translate business priorities into design principles and measurable outcomes.
• Build a scalable governance framework with standards and approvals.
• Evaluate plan health, payout, cost, and risk; recommend actions.
• Partner with Finance, Legal, Talent to align priorities and decisions.
• Lead financial modeling, scenario analysis, and benchmarking.
• Develop durable, repeatable solutions with strong controls and compliance.
• Coach and develop analysts; ensure timely high-quality delivery.
• Elevate the broader compensation function through knowledge sharing.

Skills

Strategic compensation design

Executive communication

Team leadership

Governance framework

Financial modeling

Scenario analysis

Stakeholder management

Data-driven decisions

Global/matrixed organization

Education

Bachelor’s degree in Finance, Business Administration, Economics

CCP or CSCP designation

Tools

Xactly

Varicent

CaptivateIQ

Salesforce

Tableau

Power BI

Job description

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 base salary for this position is $147,000 - 187,000 per year with a total compensation package ranging from $203,000 - $259,000. The base salary and total compensation offered may vary depending on location, job-related knowledge, skills, and experience. This role is eligible for annual equity grants subject to Board approval and company performance. Typical grant ranges vary by level and may significantly impact total compensation. Equity awards are not guaranteed, and the value of any equity award at the time of grant may fluctuate based on the company's stock price and the grant date valuation.

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 focus on qualitative and quantitative data to deliver differentiated, cost-effective strategies and equitable access, processes, and outcomes.

We are seeking a Head of Field Compensation to lead the strategy, design, governance, and ongoing effectiveness of incentive compensation programs across our Field organizations, with a primary focus on our high-growth Stores vertical, along with Supply Chain, Sales, and Customer Services. You will translate business priorities into scalable compensation strategies, define the frameworks and decision principles that guide plan design, and lead complex work from discovery through implementation and evaluation.

As a senior strategic partner to Business, Finance, Legal, and Talent leadership, you will bring together business outcomes, financial discipline, employee motivation, compliance, and operational feasibility. You will shape decisions across teams, anticipate downstream risks and dependencies, and build repeatable approaches that support current needs while enabling sustainable growth.

You will report to the Head of Global Compensation and help shape the compensation landscape for our employees worldwide.

What You'll Do

• Own the strategy and roadmap for an assigned portfolio of Field incentive compensation programs, leading a team of analysts to translate annual and longer‑term business priorities into clear objectives, design principles, and measurable outcomes.
• Lead ambiguous, business‑critical compensation challenges from problem definition and discovery through options analysis, recommendations, implementation, and post‑launch evaluation.
• Build a scalable plan‑design governance framework with clear standards, decision rights, approval paths, and documentation. Use regular reviews to keep plans consistent across the organization while allowing flexibility where business needs differ.
• Establish the measures and operating cadence used to evaluate plan health, including plan effectiveness, quota attainment, payout distribution, cost, risk, and unintended outcomes; turn findings into prioritized recommendations and action.
• Partner with senior Finance, Legal, Talent, and business leaders to align competing priorities, explain trade‑offs, and secure decisions on complex plan designs and policy choices.
• Lead financial modeling, scenario analysis, and benchmarking to assess affordability, cost of sales, payout exposure, motivational effectiveness, and alignment with market practice and business goals.
• Build durable, repeatable solutions for emerging business lines while maintaining appropriate controls, compliance, and operational quality across established programs.
• Lead and develop a team of analysts by setting clear outcomes and priorities, coaching their growth, delegating decisions at the right level, and holding the team accountable for high‑quality, timely delivery.
• Raise the quality and capability of the broader compensation function by sharing expertise, coaching partners, and enabling others to apply clear standards and sound judgment.

What You'll Need

• Bachelor’s degree in Finance, Business Administration, Economics, or a related quantitative field, or equivalent practical experience.
• 8+ years of progressive experience in sales compensation, sales operations, or incentive compensation, including directly leading incentive compensation design and administration.
• Demonstrated ownership of complex compensation programs or portfolios, including setting direction, making decisions amid ambiguity, and delivering measurable outcomes across multiple stakeholder groups.
• Advanced proficiency in Microsoft Excel or Google Sheets, including complex financial models, scenario analysis, pivot tables, and advanced functions.
• Deep understanding of sales incentive structures (e.g., commission rates, accelerators, MBOs, and SPIFFs), and the ability to evaluate how plan mechanics affect behavior, business outcomes, cost, and risk.
• Strong executive communication and influence skills, with a track record of turning complex analysis into clear recommendations and decisions.
• Experience establishing governance, controls, and repeatable operating practices for compensation programs in a global or matrixed organization.
• Proven ability to analyze large, complex datasets and build or guide reporting that supports senior‑level decisions.

Preferred

• Certified Compensation Professional (CCP) or Certified Sales Compensation Professional (CSCP) designation.
• Hands‑on experience with an Incentive Compensation Management platform (e.g., Xactly, Varicent, or CaptivateIQ).
• Experience with CRM systems such as Salesforce.
• Experience with data visualization tools such as Tableau or Power BI.
• Experience supporting a global, matrixed organization, preferably in retail or another field‑based business.

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].