General Manager, Wayfair Credit Card

About the Team

The Fintech & Loyalty organization builds and manages the foundational payment systems and products provide customers with a secure, seamless, and rewarding payment experience.  F&L partners with 30+ organizations worldwide to provide a robust selection of gifting, paying, and financing options, securely process $12B+ in annual transaction volume, and detect, prevent, and mitigate fraud.

Within F&L, the Commercial team sets business strategy, then delivers results through product roadmap influence & prioritization, effective management of strategic partnerships, multi-channel marketing, and negotiation of commercial terms that deliver incremental value to Wayfair.

About the Role

Wayfair is seeking an Associate Director to serve as the General Manager of the Wayfair Credit Card program. This leader will own the strategy, P&L, partner management, marketing agenda, roadmap influence, and operating model for one of Wayfair’s most important customer financing and loyalty products.

The Wayfair Credit Card program sits at the intersection of financing, rewards, loyalty, and conversion. The GM will be accountable for growing the program profitably, strengthening the customer value proposition, ensuring strong partner execution, and positioning the card as a key growth accelerator of both Promotional Financing and Wayfair Rewards.

This is a highly cross-functional and executive-facing role. The Associate Director will work closely with Product, Engineering, Analytics, Marketing, Finance, Legal, Compliance, Storefront, Physical Retail, Sales & Service, Wayfair Rewards, and Wayfair’s issuing partner.

What You’ll Do

• Own the Wayfair Credit Card business strategy, business results / P&L, and day to day operations - managing revenue, profit share, rewards funding, financing economics, approval rates, credit lines, customer acquisition, engagement, and incremental sales.
• Have a deep understanding of profitability drivers for both Wayfair and the issuing partner, and use that understanding to make smart tradeoffs across growth, customer experience, economics, and risk.
• Lead the marketing strategy for acquisition, activation, lifecycle engagement, retention, and spend stimulation across on-site, app, email, direct mail, paid media, physical retail, and partner-managed channels.
• Define the right customer segmentation, message, offer, and placement strategy to improve application starts, approval conversion, activation, repeat usage, and profitable sales.
• Partner with Product and Engineering to influence the credit card roadmap across cart, checkout, app, landing pages, account management, servicing, data integrations, physical retail, and call center experiences.
• Scale Promotional Financing in Physical Retail, ensuring large tickets are a key driver of growth within Wayfair’s rapidly growing store footprint
• Manage Wayfair’s strategic issuing partner, including roadmap alignment, business reviews, contractual commitments, SLAs, data sharing, servicing performance, marketing execution, and executive escalations.
• Serve as the internal SME for all things Card, with the executive presence to engage senior leaders, champion the program, secure resources, and fit effectively into Wayfair Rewards leadership conversations.
• Drive a rigorous test-and-learn agenda across messaging, offers, funnel conversion, underwriting, credit lines, rewards, financing, lifecycle campaigns, and P&L optimization.
• Push for high-quality analysis, clear business cases, and data-backed decision-making across Wayfair and partner teams.

What You’ll Need

• 8+ years of senior experience in payments, credit cards, consumer finance, loyalty, fintech, retail financial services, partnerships, business strategy, consulting, or related commercial leadership roles.

• Experience owning or materially influencing a P&L, with strong understanding of revenue drivers, cost drivers, partner economics, forecasting, ROI, and executive performance management.

• Strong marketing and growth experience, including customer segmentation, offer strategy, lifecycle marketing, campaign measurement, and channel optimization.

• Strong product and technology fluency, with experience influencing roadmaps, making tradeoffs, managing dependencies, and driving customer-facing capabilities.

• Experience managing strategic external partnerships, ideally involving shared economics, joint roadmaps, contractual commitments, business reviews, and senior-level escalation.

• Excellent analytical judgment, including comfort challenging weak analysis and making decisions with imperfect information.

• Strong executive presence and communication skills, with the ability to tailor messages for analysts, cross-functional teams, external partners, and C-suite audiences.

• Bias for action, strong ownership, and willingness to move between executive strategy and detailed execution.