Virtual Category Sales Specialist

Wayfair; Chicago (IL); Remote; USD 36,000 - 39,000; Full time

Benefits offered by this job

Health Dental Vision Insurance

401(k) with company match

Paid time off + holidays

Tuition reimbursement

Referral bonus

Job summary

Wayfair is seeking a Virtual Category Sales Specialist to join our Category Sales team. You’ll focus on a specific category (Outdoor, Upholstery, Home Improvement, or Mattress) and drive revenue through active customer engagement and product expertise.

This full-time role offers a guaranteed base pay of $16/hour plus an uncapped monthly bonus; average earnings target $26–$28/hour once fully trained (about three months). Weekends are required.

Qualifications

• 1-3 years of proven success in a metrics-driven, fast-paced, customer-facing sales role.
• Passion for problem-solving to effectively sell, helping customers, and exceeding targets.
• Tenacious, entrepreneurial, ownership mindset with openness to feedback and coaching.
• Ability to adapt to constant change.
• Clear verbal and written communication skills.
• Organization and ability to multitask and prioritize.
• Comfort with existing and new technologies.
• Interest or passion for home products is a plus.
• Bachelor’s degree or college diploma equivalent (preferred).

Responsibilities

• Achieve monthly revenue, calls per day targets and other KPIs.
• Leverage product expertise to build customer confidence and secure orders.
• Overcome objections and negotiate to close deals.
• Handle overflow inquiries across categories with quick pivoting.
• Participate in world-class training and develop broad product knowledge.
• Propose process improvements and innovative ideas.
• Work in a high-energy, dynamic environment with changing offerings and promotions.
• Represent Wayfair positively to customers and teammates.

Skills

Customer-facing sales

Problem-solving

Adaptability

Communication

Organization

Education

Bachelor’s degree or college diploma (preferred)

Job description

Job Description

Virtual Category Sales Specialist

We offer a stable foundation with a base pay of $16/hr, supplemented by a performance-based monthly bonus. We pride ourselves on a transparent pay structure: while your base is guaranteed, our average team member earns an all-in compensation of $26–$28/hr once fully up to speed (typically by month three in the role).

Role Overview

• Role Title: Virtual Category Sales Specialist
• Team Focus: Outdoor, Upholstery, Home Improvement, or Mattress
• Position Type: Full-Time Role
• Compensation: Competitive Base Pay ($16/hour) + Uncapped Monthly Bonus Potential
• Schedule Note: Weekends Required
• Schedule Disclaimer: Schedules are subject to change periodically to meet business needs.

We are seeking a self-motivated individual to join our Category Sales team. In this role, you will focus on a specific specialized category, alignment depending on business need and your background. If you love to connect with customers and help them find and purchase amazing products, then this may be the perfect role to continue your career development at Wayfair!

Quick Highlight: This is a SALES Role, NOT Customer Service based.

Our Category Teams & Product Focus

• Outdoor Specialist: Focuses on Outdoor categories including, but not limited to Outdoor Furniture, Outdoor Structures & Spa, and Fireplace & Grills.
• Upholstery Specialist: Focuses on Upholstery categories including, but not limited to Custom Upholstered Pieces, Living Room Furniture, and Upholstered Chairs.
• Home Improvement Specialist: Focuses on Home Improvement categories including, but not limited to Plumbing, Lighting, and Appliances.
• Mattress Specialist: Focuses on Mattress categories including, but not limited to Mattresses, Beds, and Bedroom furniture.

What You’ll Do (Core Responsibilities)

• Achieving Performance Targets: Meet or exceed your monthly revenue, calls / day targets, and other established KPIs.
• Product Expertise & Confidence: Leverage your deep product expertise in your assigned specialty category (such as Outdoor, Upholstery, Home Improvement, or Mattresses) to build customer confidence—helping navigate their decision—leading to an immediate purchase.
• Objection Handling & Closing: Employ advanced problem-solving skills and creative negotiation to rapidly overcome complex customer objections and secure orders where others might fail.
• Dynamic Call Flexibility: Embrace a mindset of constant adaptability; while specializing in your primary category, you will handle overflow inquiries from all categories, requiring the ability to quickly pivot and apply technical problem-solving skills across diverse product attributes.
• Continuous Learning & Development: Grow through world‑class training and continuous career development. You’ll be trained on the technical attributes, offerings, software, processes, and supplier capabilities across multiple product categories to ensure your success.
• Process Improvement & Innovation: Bring a willingness to share innovative ideas and solutions to make us all better.
• Thriving in a Dynamic Environment: Engage in a high‑energy, focused, and dynamic work environment where there can be rapid changes in products, promotions, offerings, technology, and operations.
• Positive Brand Representation: Exemplify a positive and professional attitude on a daily basis with customers and your team members.

What You’ll Need (Requirements)

• 1-3 years of proven success in a metrics-driven, fast‑paced, customer‑facing sales role (e.g., retail sales, inside sales, tele‑sales). Experience in technical or category sales is highly preferred.
• Passion for problem‑solving to effectively sell, helping customers, and a drive to exceed sales targets.
• Tenacious, entrepreneurial, and ownership mindset balanced with an openness to feedback and coaching.
• Ability to adapt to constant change.
• Clear verbal & written communication skills.
• Organization and an ability to multitask and prioritize.
• Comfort with existing and new technologies.
• Strong desire to see the team around you succeed.
• Interest or passion for home products is a plus.
• Bachelor’s degree or college diploma equivalent (preferred).

Technical & Workspace Requirements

• Dedicated private and distraction‑free workspace, free of background noise (Wayfair provides all necessary computer equipment).
• Ability to maintain internet speeds of 25Mbps+ (download) and 5+ (upload) to support voice traffic and HTTPS web traffic using a hardwire ethernet internet connection (no WiFi).
• Proficiency in Google and Microsoft Office applications and technical acumen to learn new business systems.
• Demonstrates strong problem‑solving skills by systematically tracking, reporting, and proactively mitigating technological issues and software bugs to ensure continuous workflow efficiency.

Perks & Benefits

• Insurance: Health, Dental, and Vision Insurance options
• 401(k): Highly competitive plan with a company match up to 4%
• Time Off Options: PTO accrual, 7 paid federal holidays, 1 floating holiday, paid/unpaid parental leave options
• Tuition Reimbursement: Invest in your future with up to $5,250 annually for pre‑approved courses
• Help us Build the Best Team: Referral Bonus ($500 per eligible referral)

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].

State Specific Disclosures

Applications for this position are accepted on an ongoing basis, and the role will remain open until a suitable candidate is identified. We encourage interested applicants to apply as soon as possible, as we will review applications and conduct interviews on a rolling basis.