Business Account Manager

Role overview

Business Account Manager (Wayfair Professional) owns a portfolio of B2B customers within a dedicated industry vertical and acts as their primary partner for furniture, fixtures, and décor. This is a full-cycle, consultative sales role focused on growing revenue and deepening long-term relationships.

Responsibilities

• Own and grow a portfolio of high-value B2B accounts across new, active, and dormant customers within an industry vertical.
• Meet or exceed quarterly and annual revenue targets.
• Conduct proactive outreach (calls, emails, virtual meetings) to build relationships and expand share of wallet.
• Run consultative discovery to understand customer goals and position Wayfair’s full value proposition (assortment, design support, project management, tailored solutions).
• Coordinate with Design, Service, Large Project Solutions, and other teams to deliver end-to-end solutions on complex projects.
• Manage pipeline and forecasting using Salesforce, Looker, and LinkedIn Sales Navigator.
• Respond to customer needs and resolve issues with a solution-oriented, professional approach.
• Serve as a subject matter expert on Wayfair Professional offerings and capabilities.

Requirements

• 3+ years of outbound sales experience with a record of hitting/exceeding KPIs and revenue targets.
• 3+ years managing a book of business; B2B experience strongly preferred.
• Strong pipeline management skills and understanding of sales processes and buying cycles.
• Comfortable in a fast-paced, high-growth environment; strong ownership and adaptability.
• Excellent written and verbal communication skills and ability to influence decision-makers and partners.
• Proficiency with CRM systems (Salesforce), spreadsheets (Google Sheets/Excel), and virtual collaboration tools; AI tools experience is a plus.
• Must be able to work fully remotely within the U.S. and be willing to travel ~10% for trade shows and training.

Compensation & perks

• Base salary: $32,400–$42,000 (varies by location and experience)
• On-target earnings: $95,000–$110,000 (base + commission) with upside for overperformance
• Health benefits (Medical/Dental/Vision, HSA/FSA) available day one for eligible employees
• PTO (vacation + sick time), Global Traveler Health Insurance (GeoBlue)
• Access to 2nd.MD virtual expert medical consultation and navigation service