B2B Sales Account Manager

The base salary range for this position is $32,400 - $38,000 + target bonuses of  $62,000 per year. The base salary offered may vary depending on location, job-related knowledge, skills, and experience.

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