Manager – Revenue Operations Sales Tooling

Must be ONSITE in Boston, MA (Monday - Thursday)

Wayfair Professional’s North American Business to Business Sales (“B2B”) team is seeking an analytical-oriented thought leader to help drive Wayfair Professional’s B2B agenda. The role will be a part of the B2B Sales Enablement / 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 motivated sales tooling 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 Sales Tooling Manager will report to the Revenue Operations team lead, 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:

• Partner with Sales, Sales Tech, 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)
• Create and drive Sales Tooling roadmaps (overall and for individual product areas), incorporating external feature best practices, and aligning with cross-functional teams to resource and prioritize
• Own Sales adoption and implementation, including creating communication plans, scalable data visualizations and dashboards, training materials, reporting structures, and ongoing adoption tracking
• Manage team of 3-4 Revenue Operation Associates to:
• Coordinate Sales Tooling resourcing across various initiatives (e.g., sprint planning, load balancing, coordinating across Business Enablement and cross-functional teams)
• Assist in scoping direct reports project initiatives, ensuring project management operational excellence from problem definition through execution
• Drive execution to project deliverables, including hitting stage gate milestones, preparing / delivering updates to L4+ Sales / cross-functional teammates, incorporating feedback
• Provide near-term operational support and/or coordinate triaging tech issues across various cross-functional teams
• Coordinate cross-functional teams and resources (primarily Sales Tech, Engineering), assessing and acting on tradeoffs across the business 

What You’ll Need

• 5+ years of experience in sales enablement, product / program management, strategy & operations, consulting, or similar roles supporting Sales, Customer Service, or Marketing teams
• Must have extensive experience using CRM platforms (e.g., Salesforce, Hubspot, Salesloft)
• Sales Technology stack experience preferred
• Advanced experience with Microsoft Excel or Google Sheets, SQL or GBQ, and data visualization tools such as Google Data Studio (Looker, Tableau, or PowerBI)
• Experience with writing advanced queries to extract data and strong ability to synthesize insights, understanding trends and communicate recommendations based on data
• Experience working with Product and Engineering teams on internal/external software applications, prioritizing user needs and effectively translating qualitative and quantitative data into an actionable set of requirements
• 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
• Ability to break down complex, ambiguous problems into logical objectives, translating sales needs into discrete, actionable steps for partner teams to execute
• Passion for working collaboratively across functions to drive operational improvements and projects. Empathetic with stakeholder (sales team) and partner (sales tech, analytics, sales performance and training, customer experience and journey) needs and perspectives to drive cohesive vision and execution
• Experience leading teams of analysts, leveraging team members to maximize speed to execution, proactively coaching toward operational excellence, developing and leveraging diverse skill sets, managing workloads to delegate and distribute appropriately
• Ability to manage processes efficiently by scoping logical steps from ideation to project completion, organizing data / materials for broad understanding, synthesizing stakeholder feedback, ensuring project interim steps are on time, and delivering results on time with high quality

An Important Note about Wayfair’s In-Office Policy:

All Boston-based interns, Co-ops, and corporate employees will be in office in a hybrid capacity. Employees will work in the office on designated days, Monday - Thursday, and work remotely Friday.