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: A performance-based compensation structure is offered, including a base salary range of $32,400 - $38,000 per year, with adjustments based on geography and cost of living. First-year BAMs typically earn between $115,000 and $125,000 annually (base salary + commission), contingent upon performance against sales goals.
• Insurance: Comprehensive Health, Dental, and Vision insurance coverage options effective on the first day of employment.
• 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.