: Manager, B2B Sales Operations Compensation

B2B Sales Operations Manager, Compensation and Quota

Who We Are

The B2B Strategy & Operations team develops the go-to-market strategy and operating model for Wayfairs B2B business, Wayfair Professional. We help drive both long-term thinking about what customer experience will maximize profitable growth and shorter-term measures improving operational efficiency. We do this in partnership with a sales organization of over 500 agents delivering a nine-figure annual revenue target. Wayfair Professional helps hundreds of thousands of businesses to create the perfect space for their clients, guests and employees. We serve customers in the Office, Hospitality, Interior Design, Contractor, Property Management and other sectors, with a broad assortment across furniture, fixtures and decor. Wayfair Professional has nearly tripled in size over the past 24 months, and we are seeking to expand and upgrade the strategic capabilities that support our growing sales team.

What Youll Do

As the Manager of Sales Operations Compensation and Quota, you will be responsible for the strategy, architecture and execution of Wayfair Professionals sales compensation programs. This role is accountable for quota setting, quota disbursement & communication, compensation plan design, commissions calculation, reporting, configurations of compensation plans via third-party tools and performance reporting including plan effectiveness while ensuring that the sales team have seamless experience. 

  • Partner with senior Sales leadership to understand and align on sales priorities, manage the administration and execution of the teams targets, including measurement of goal attainment.

  • Work with B2B Leadership on compensation design and administration, designing performance and recognition processes. 

  • Provide advice and guidance to sales managers and senior management on compensation related issues. 

  • Own the change management and communication related to ongoing or new compensation practices. This entails working with large data sets to formulate actionable insights. Youll do so in partnership with a cross-functional team including Sales, Product, and Engineering among others. 

What Youll Need

  • Given the strategic and cross-functional nature of this role, the qualified candidate must have strong quantitative and analytical skills, as well as excellent communication skills and a collaborative mindset.

  • Experience working in a matrix environment and managing cross-functional projects, required.

  • Experience managing a high-performing team, and a track record of developing talent, required.

  • Experience working in a fast-growth company or shaping your own work plan, preferred.

  • Experience with Xactly or comparable Compensation software, strongly preferred.

  • Experience with Excel, required.

  • Experience with SQL,Looker and Salesforce, preferred. 

  • Previous experience in one of the following roles preferred: Compensation, Sales Operations, Consulting (ideally with exposure to sales strategy, go-to-market strategy).

  • Bachelors degree and six+ years of experience required. MBA (or Masters Degree in Operations Research, or similar field), preferred.

About Us

Wayfair is one of the worlds largest online destinations for the home. Whether you work in our global headquarters in Boston or Berlin, or in our warehouses or offices throughout the world, were 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 youre looking for rapid growth, constant learning, and dynamic challenges, then youll find that amazing career opportunities are knocking.

No matter who you are, Wayfair is a place you can call home. Were 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. Thats why were 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, or genetic information.