Job Post

Head of B2B Customer Growth & Acquisition

Wayfair
4 Copley Place - Floor 7
Boston, MA 02116
Wayfair Professional the business-to-business part of Wayfair is looking for a strategic, quant-driven general manager to lead customer growth and acquisition. You will own the millions of dollars of acquisition spend for the business and manage a double-digit sized team of senior managers and analysts. You also have direct revenue ownership and accountability associated with new customers. B2B is a significant revenue driver for Wayfair overall, and has grown even faster than wayfair.com. Wayfair Professional is the rocket on top of the rocket. Wayfair Professional provides furniture and furnishings to multiple industry verticals: from property managers to hotels to interior designers and more. You are the general manager responsible for all advertising spend and customer acquisition channels for Wayfair Professional including: (i) digital channels (Paid Search, Paid Social, Affiliates) (ii) offline channels (Direct Mail, Print advertising, Partnerships) (iii) and identifying/marketing businesses shopping on Wayfair with data mining techniques.

Customer growth & marketing sits at the hub of B2B driving the revenue of the business directly. The role will report directly into the CMO for the B2B business. This is a high-profile role on the strategic agenda of Niraj Shah, Wayfairs CEO. If you want to have business impact in one of the most exciting areas of Wayfairs business and are looking for ownership and accountability over primary growth drivers, this is the role for you.

What you'll do

Your job is to set the growth agenda for Wayfair Professional. To be successful you will need to be an innovator, an operator, a leader and a strategist. You will work in one of the most cross-functional roles to drive the B2B agenda, which includes working with data science, creative, platform technology, operations and sales. Your hands-on analytical rigor and insight will be second-to-none Wayfairs competitive advantage is analytics. You will be a player-coach, rolling up your sleeves on a daily basis to dive into the weeds with your team, while also zooming out to drive the two to three year vision for the business.

Your time will be spent in the following areas:

  1. Managing and growing a high-performing, analytical team: be an inspirational leader to your team, while being a hands-on operator driving individual accountability; recruit and on-board the best talent in line with Wayfairs values
  2. Maintain performance and aggressively grow acquisition channels: act as thought-partner on issue resolution for channels; own the overall acquisition roadmaps for new and existing channels
  3. Own customer growth forecast: create and be directly responsible for the quarterly business inputs and acquisition goals
  4. Drive cross-functional partnerships: articulate and be the thoughtful yet tough driver of key partner roadmaps in line with your acquisition vision
  5. Represent B2B acquisition to executives: be the advocate and first point-of-call for B2Bs growth at leadership meetings and forums
  6. Identify and drive B2B growth innovation: find, scope and drive new, large scale initiatives of at least $50M+ in revenue which moves the needle for Wayfair overall

What you'll need

  • 10+ years in a highly quantitative, data-driven environment (consulting, private equity, investment banking etc.) youre a world-class critical thinker on analytics
  • Operating experience you need to demonstrate agility, scrappiness and cheetah-like reaction to issue resolution
  • Experience building and managing mid-to large-sized high performance teams your team expects you to raise the talent bar relentlessly
  • Unparalleled cross-functional influencing style at senior levels while giving stakeholders confidence in your knowledge and demeanor
  • Genuine passion for technology platforms and/or e-commerce you like reading about this stuff
  • Extreme comfort with modeling and analysis, particularly Excel (more than vlookups!); SQL or other advanced analytical tools an added benefit
  • MBA strongly preferred
  • No travel required
Category: Marketing
Full-time

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