Manager, Sales Enablement

4 weeks ago

Boston, United States Wayfair Full time

**Must be onsite in Boston, MA (Monday - Thursday)**

Wayfair Professional’s North American Business to Business Sales (“B2B”) team is seeking a collaborative, analytical-oriented thought leader to help drive Wayfair Professional’s B2B agenda. The role will be a part of the Global Revenue Operations team that will help craft and execute B2B sales 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 leader who will partner with Sales leaders and internal enablement team members to optimize the sales process to consistently exceed sales targets and customer experience. The role will report to the Head of Global Revenue Operations and partner directly with Sales GMs of respective program, channel, or Capabilities teams to drive overall operational improvements and accelerate speed to achieve program goals. This includes proactively partnering with Sales GMs and analytics to monitor performance and create action plans to improve performance, drive medium/long-term program and channel-level operational roadmaps, including cross-functional projects that improve customer and seller/agent experience and optimize seller/agent workflow (enabled by process and tooling).

This role will focus on improving our Top of Funnel sales team performance and enrollment / activation process, ensuring we are effectively bringing customers into the Wayfair Professional program and setting them up for long-term success with our sales/service offering. This is a highly cross-functional role, partnering with Sales, Marketing, Analytics, and on-shore and off-shore partners.

**What you’ll do**:

- Partner with Sales GM leaders to:

- Deeply understand both qualitative and quantitative trends in the business through active “voice of seller” engagement, strong knowledge of short/long-term KPI trends
- Develop near-term action plans to address underperformance and/or accelerate positive trends, driving from problem statement through to implementation / adoption
- Create long-term (6+ month) roadmap to accelerate channel / program performance, in conjunction with overall B2B and Consumer Sales OKRs, cross-functional resources, and headcount considerations
- Scope project initiatives, ensuring project management operational excellence from problem definition through execution; drive execution to project deliverables, including hitting stage gate milestones, preparing / delivering updates to sales / cross-functional leadership and incorporating feedback
- Coordinate resourcing across various initiatives (e.g., sprint planning, load balancing, coordinating across Business Enablement and cross-functional teams)
- Coordinate cross-functional teams and resources, assessing and acting on tradeoffs across the business (e.g., across sales programs, tech resources)

**What You’ll Need**
- Bachelor’s required, MBA preferred
- 5+ years of experience in revenue operations, 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 / communication appropriately to ensure resonance; ability to create consistent messaging about complex projects, flexing to audience needs but creating cohesion on the objective and guiding principles
- Ability to break down complex, ambiguous problems into logical objectives, translating sales needs into discrete, actionable steps for partner teams to execute
- Strong ability to derive insights and strategies from data, including scoping analysis, manipulating data sets, deriving insights, and presenting findings while incorporating qualitative and quantitative business context
- Passion for working collaboratively across functions to drive operational improvements and projects. Empathetic with stakeholder (sales team) and partner (sales tech, analytics, sales performance and training, customer experience and journey) needs and perspectives to drive cohesive vision and execution
- Ability to manage processes efficiently by scoping logical steps from ideation to project completion, organizing data / materials for broad understanding, synthesizing stakeholder feedback, ensuring project interim steps are on time, and delivering results on time with high quality
- Ability to synthesize insights from data analysis, understanding trends that affect performance in the short-term and identifying long-term opportunities for improvement

**An Important Note about Wayfair's In-Office Policy**:
All Boston-based interns, Co-ops, and corporate employees will be in office in a hyb

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