B2B Sales Account Manager

Job Description:

Job Description

B2B Sales Account Manager

Overview:

About Wayfair Professional

Wayfair Professional is a leading B2B sales organization focused on helping businesses create exceptional, functional spaces. Since 2012, we've streamlined the procurement process for furniture, fixtures, and décor—delivering fast, reliable, and value-driven solutions tailored to the needs of commercial customers.

We seek a results-driven Business Account Manager (BAM) to manage and grow a portfolio of B2B clients within a dedicated industry vertical. While Wayfair Professional supports a broad range of sectors—including Office, Property Management, Construction, Interior Design, and Accommodations—this role is designed to build deep expertise and long-term relationships within one specific industry.

As a full-cycle sales role, the BAM drives revenue through proactive outreach, strategic relationship management, and consultative selling. Success in this role depends on strong cross-functional collaboration and the ability to deliver tailored solutions that address the unique challenges and opportunities within the assigned industry.

What you’ll do:

• Own and manage a book of high-value accounts, balancing growth, retention, and reactivation. Many accounts are large or complex, requiring strategic sales approaches and seamless cross-functional collaboration.
• Consistently drive revenue growth across your portfolio by meeting and exceeding quarterly and annual targets.
• Execute proactive, high-quality customer outreach—through outbound/inbound calls, emails, virtual meetings, and pipeline management—to deepen account engagement and expand share of wallet.
• Effectively communicate Wayfair’s full value proposition, including product assortment, design services, project management, and tailored solutions—leveraging cross-sell and up-sell opportunities aligned to customer needs.
• Partner closely with internal teams (e.g., Service, Design, and Large Project Solutions) to deliver seamless support and ensure a cohesive customer experience.
• Foster a continuous feedback loop with customers and internal stakeholders to strengthen relationships, address challenges, and enhance overall account performance.
• Leverage sales tools such as Salesforce, Looker, and LinkedIn Sales Navigator to track activity, forecast revenue, and inform strategy. Use performance insights to prioritize initiatives and improve KPIs.
• Build long-term client relationships through strategic, consultative selling—cultivating repeat business and maintaining a healthy pipeline of opportunities.
• Manage your time effectively to schedule appointments, respond promptly to customer inquiries, and support purchases through the Wayfair Professional platform.
• Serve as a subject matter expert on Wayfair Professional’s offerings and capabilities, using your industry knowledge to advise customers and deliver value-added solutions.
• Collaborate effectively with colleagues and partner teams to drive outcomes, resolve issues, and contribute to a high-performance team culture.
• Take a solution-oriented approach to problem-solving, ensuring client satisfaction in every interaction.
• Represent the Wayfair brand with professionalism and integrity, consistently embodying our People Principles to deliver a first-class customer experience.

What you’ll need

• Location: This is a remote work position conducted virtually. Travel: 10% travel can be expected in the event of participation at Trade shows or training.
• Sales Experience: A minimum of 3 years of outbound sales experience with a proven track record of meeting or exceeding KPIs and performance metrics. Strong understanding of the key tenants of a sales process and sales funnel.
• Book Management: Minimum of 3 years of experience managing a large book of business (B2B sales experience preferred).
• B2B Expertise: Proven ability to navigate complex B2B sales cycles, conduct business needs analyses, and apply sound business judgment.
• Adaptability: Comfortable operating in a fast-paced, high-growth environment with evolving priorities and goals.
• Accountability: Demonstrates ownership over performance, with a proactive approach to personal development and alignment with team and business objectives.
• Communication Proficiency: Excellent written and verbal communication skills, with the ability to influence and build rapport across customers and internal stakeholders.
• Technical Proficiency: Comfortable using digital tools and platforms, including email, video conferencing, CRM systems (e.g., Salesforce), spreadsheets (Google Sheets/Excel), and productivity tools. Prior experience working remotely and familiarity with AI tools is a plus.
• Schedule Adherence: A standard workday consists of eight hours. Employees outside the Eastern Time Zone (EST) are encouraged to align with EST hours. All BAMs must be available between 7:00 AM and 7:00 PM in their local time zone, with a majority of hours overlapping with 9:00 AM to 4:00 PM EST.
• Mandatory Training: Attendance at all training sessions is mandatory and cannot accommodate absences, time off, or tardiness during the initial training period.

Compensation and Benefits:

• Salary & Bonus Compensation: This is a performance-based role that consists of base salary and uncapped bonuses –
  • The base salary range for this position is $32,400 - $38,000 however, base pay offered may vary depending on location, job-related knowledge, skills, and experience.
  • The annual On Target Earnings for this role, inclusive of base and commission, is between $95,000 to $110,000, with top performers earning $125,000- $145,000 annually.
  • Final compensation is contingent upon performance against sales goals.
• Time Off Options: Immediate accrual of Paid Time Off (PTO), seven paid federal holidays, one floating holiday, and options for paid/unpaid parental leave.
• 401(k): 401(k) savings plan with a company match of up to 4%.
• Employee Discount: Dynamic Wayfair discount for personal purchases.
• Bonuses: Competitive bonus potential based on performance metrics.
• Sales Incentives: SPIFFs and sales contests for additional earning opportunities.
• Tuition Reimbursement: Full-Time Employees with at least six months of tenure are eligible for tuition reimbursement of up to $5,250 per year for pre-approved courses from accredited institutions.
• Referral Bonus: A $500 referral bonus for each eligible referral that is hired.
• Collaborative and Inclusive Environment: Participation in a collaborative work environment and team culture.

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 dataprotectionofficer@wayfair.com.