Analytics Manager, B2B Sales

The base salary for this position is $121,000 to $137,500 per year. The base salary offered may vary depending on location, job-related knowledge, skills, and experience. This role is eligible for annual equity grants, subject to Board approval and company performance. Typical grant ranges vary by level and may significantly impact total compensation. For this position, equity could range from $30,000 to $35,000, subject to final approval by the company’s Board of Directors. Equity awards are not guaranteed, and the value of any equity award at the time of grant may fluctuate based on the company’s stock price and the grant date valuation. 

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

At this time, Wayfair does not provide sponsorship for employment authorization for this position.

The Territory Planning & Analytics team sits within Global Sales Planning & Analytics and is responsible for building and operating the analytical and operational backbone of our managed B2B sales programs. The team designs territory strategy, owns account routing and enrollment frameworks, and develops data products and analytics that ensure sales resources are deployed against the highest‑value opportunities across regions, segments, and verticals.

The  Analytics Manager, Territory Planning Analytics & Operations is a people leader and thought partner to Global Sales leadership. This role combines advanced analytics, operational ownership, and stakeholder management to design, optimize, and run our global territory models and processes. You will lead a team of analysts and associates (including offshore contributors) responsible for territory design, account movement strategy, routing logic, and day‑to‑day territory operations that unlock revenue growth, improve book health, and scale our managed sales programs.

What You'll Do

• Own the end-to-end B2B territory strategy, including segmentation, coverage models, account prioritization, and book design across regions and sales motions.

• Build and continuously optimize account routing, enrollment, and disposition frameworks using verticalization, customer propensity, and lifecycle stages.

• Leverage spend behavior, engagement signals, and predictive data to develop account movement strategies and surface structural opportunities (e.g., book rebalances).

• Develop and maintain dashboards tracking territory health, inflow quality, coverage gaps, and performance against targets.

• Oversee all account moves, reassignments, and enrollments, ensuring SLA compliance, rigorous QA, and up-to-date playbooks/SOPs.

• Establish scalable, auditable governance mechanisms for territory changes aligned with policy and compensation rules.

• Identify manual bottlenecks and partner with tech teams to automate recurring workflows into scalable tooling.

• Collaborate with Data Science, Product, and Engineering to operationalize predictive models; partner with Sales Ops, RevOps, and Comp to align workflows and incentive designs.

• Serve as the primary point of contact for sales leaders, translating complex analytics into clear narratives, business review insights, and action plans.

• Drive cross-functional pilots from design to scale with Sales, Marketing, Finance, and Product teams.

• Lead, coach, and accountability-manage a high-performing onshore and offshore team of analysts and associates.

• Cultivate team health and capability, focusing on engagement, retention, skill progression, and offshore leverage.

• Improve revenue and pipeline from managed programs through better coverage and prioritization.

• Maintain territory and book health by balancing capacity, account quality, and vertical/segment mix.

• Drive operational efficiency across SLA adherence, automation rates, incident volume, and rework.

What You’ll Need

• A Bachelor’s or Master’s degree in a quantitative field.

• 5+ years of experience in analytics, strategy, or sales operations, with meaningful ownership of complex, data‑driven business problems.

• 2+ years of direct people management experience, including coaching, performance management, and developing early‑career talent; experience managing or leveraging offshore teams a plus.

• Advanced experience with Microsoft Excel or Google Sheets, SQL or GBQ, and data visualization tools such as Google Data Studio (Looker, Tableau, or PowerBI). Familiarity with Python or R is preferred but not required.

• Strong verbal and written communications skills.

• Strong presentation skills to all levels of management.

• Excellent communication and stakeholder management skills; able to influence senior partners and explain complex topics in a clear, concise way.

• Experience in taking a company forward in a fast-growth environment, providing insight for direction, and managing change effectively.

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.

You must be authorized to work in the United States without visa sponsorship by Wayfair now or in the future.