Salesforce Analyst, Revenue Strategy and Operations

Must be ONSITE in Boston, MA (Monday-Thursday) AND have hands-on experience with Salesforce implementations

Wayfair’s Global Revenue Strategy and Operations team is seeking a critical thinking-oriented Salesforce Analyst to support the strategy, architecture and execution of Wayfair’s Salesforce function. The role will be a part of the Global Sales Revenue Operations team that will help craft and execute B2B strategy across North America. While our site and app experience allow for seamless self-service, our higher-value customers benefit from sales support. Sales teams establish relationships with purchasing decision-makers, educate customers about Wayfair’s assortment, services, and capabilities, and proactively reach out to intercept emerging needs to help them complete their orders and projects.

We seek a goal-oriented Sales Tooling Salesforce Analyst to be the expert in how sales teams use various sales tooling products (i.e., Salesforce CRM, Salesloft, Wayfair’s proprietary sales tooling). The role will partner with Sales Technology and Engineering teams to improve efficiency and effectiveness of how the sales team uses technology to maximize customer experience and revenue, from ideation to implementation and iteration. 

What You’ll Do:

The Revenue Operations Salesforce Analyst will report to the Rev Ops Sales Tooling Manager, with the team acting as a “horizontal” focused on creating best-in-class sales tooling to maximize seller efficiency and effectiveness across B2B and Consumer Sales agents. The team will develop and implement the overall sales-facing tools/tech product roadmap, as well as individual roadmaps for the most critical sales-facing tools - going deep to include external industry best practices, capabilities, and features. This includes:

• Partnering with Sales, Sales Tech, Global Planning & Analytics and Engineering to deeply understand Sales needs and Tools use cases, through active qualitative feedback gathering/rep shadowing and quantitative trends (e.g., efficiency, time in tool, uptime, and other operational KPIs)
• Hands-on experience through personal projects, internships, or volunteering with Salesforce implementations.
• Owning Sales adoption and implementation, including creating communication plans, scalable data visualizations and dashboards, training materials, reporting structures, and ongoing adoption tracking
• Provide near-term operational support and/or coordinate triaging tech issues across various cross-functional teams
• Coordinating cross-functional teams and resources (primarily Sales Tech, Engineering), assessing and acting on tradeoffs across the business
• Designing and executing data-driven, scalable, and user friendly Salesforce solutions that support business strategy and KPIs
• Owning and measuring team and project level KPIs to inform the impact our team’s work has on Sales workflow
• Building and maintaining actionable Salesforce reporting for our Sales teams to leverage in their day-to-day workflow that helps them exceed their key metrics
• Ensuring effectiveness of Salesforce solutions and enabling continuous improvement through proactive reporting & analysis, feedback loops, and partnership with Sales and Program leadership
• Owning change management and communication related to ongoing or new Salesforce changes

What You’ll Need:

• Must Have: Hands-on experience with Salesforce implementations; Salesforce admin certification preferred
• 2+ years of experience in sales enablement, product / program management, strategy & operations, consulting, or similar roles supporting Sales, Customer Service, or Marketing teams
• Experience with Microsoft Excel or Google Sheets, SQL or GBQ, and data visualization tools such as Google Data Studio (Looker, Tableau, or PowerBI)
• Strong ability to synthesize insights, understanding trends and communicate recommendations based on data
• Ability to understand and empathize with diverse stakeholders across functions, and tailor messaging / communication appropriately to ensure resonance; ability to create consistent messaging about complex projects, flexing to audience needs but creating cohesion on the objective and guiding principles
• Experience working with Product / Engineering teams on internal/external software applications, prioritizing user needs and effectively translating qualitative and quantitative data into an actionable set of requirements; CRM platform (e.g., Salesforce admin certified, Hubspot) and Sales Technology stack experience preferred
• Ability to break down complex, ambiguous problems into logical objectives, translating sales needs into discrete, actionable steps for partner teams to execute
• Passion for