Wayfair Careers

Enterprise Account Executive

Boston, MA
Sales - Business Development & B2B Sales

Job Description

About the Role

Wayfair Professional helps businesses make good spaces great. Our clients are in industries including Office, Hospitality, Property Management, Interior Design and Education and we help them with all their furniture, fixture & fitting needs. We make it easier, faster and deliver better value than any competitor out there. Wayfair’s B2B business has doubled in the past year with our largest customers leading the way and we are looking for a leader to take the Enterprise business to the next level.

The Enterprise Account Executive will lead a sales team focused on driving revenue and opportunity pipeline. You will be responsible for establishing a foothold in new major accounts. This will require understanding client needs at a national level, establishing a go-to-market strategy, creating a compelling pitch, and establishing relationships with key decision makers and influencers.

The successful candidate will:

  • Achieve daily activity quota for number of calls and emails to strategic contacts
  • Exceed team revenue quota
  • Ensure customer engagements move customer to the next phase of the sales cycle
  • Have a thorough understanding of Wayfair’s capabilities, general business practices, industry trends, and competitor insights
  • Ability to identify “Way-In” to all target customers
  • Create and execute enterprise plans for each target customer
  • Drive QoQ opportunity pipeline growth and manage opportunities throughout sales cycle
  • Collaborate with internal sales and cross-functional teams to ensure you bring the best solution to your customers while driving revenue and ROI
  • Develop and deliver customized sales presentations and product demos by phone, web, or in onsite meetings
  • Accurately forecast sales activity and revenue achievement through proper use Salesforce



  • 5-7 years of sales experience with a proven track record of success
  • Competitive, extremely driven, and willing to outperform peers
  • Strong problem identification and objection resolution skills
  • Excellent written and verbal communication skills with a strong ability to influence others
  • Exceptional presentation skills
  • Self-disciplined with an aptitude to manage multiple complex opportunities as the same time
  • Quick-witted with strong ability to connect with customers of all types and levels
  • Must have a positive attitude and exhibit high level of enthusiasm
  • Desire for continuous improvement and coachability
  • Ability to work independently as well as function within a team
  • Ability to travel 

About Wayfair Inc.

Wayfair believes everyone should live in a home they love. Through technology and innovation, Wayfair makes it possible for shoppers to quickly and easily find exactly what they want from a selection of more than 10 million items across home furnishings, décor, home improvement, housewares and more. Committed to delighting its customers every step of the way, Wayfair is reinventing the way people shop for their homes - from product discovery to final delivery.

The Wayfair family of sites includes:

  • Wayfair, an online destination for all things home
  • Joss & Main, where beautiful furniture and finds meet irresistible savings
  • AllModern, unbelievable prices on everything modern
  • Birch Lane, a collection of classic furnishings and timeless home décor
  • Perigold, unparalleled access to the finest home décor and furnishings

Wayfair generated $5.2 billion in net revenue for the twelve months ended March 31, 2018. Headquartered in Boston, Massachusetts with operations throughout North America and Europe, the company employs more than 8,700 people.

Tag: SLS-B2B
Requisition ID: 23726