Senior Associate, Commercial GTM for Wayfair Professional

This position is a hybrid in-office role that works out of our Boston HQ (Monday-Thursday will be working in office and Friday is work from home). This is not a virtual / remote position.

At this time, Wayfair will not sponsor applicants for this position for the following work visas: F1-OPT, STEM OPT EAD, H-1B, H-1B1, E-3, O-1, J-1, or TN.

Senior Associate, Commercial GTM – Property Management

About Wayfair Professional (Wayfair B2B)

Wayfair Professional is a multi-billion dollar business serving 1M+ active customers across several industries, with a focus on Office, Interior Design, Contractor, and Property Management sectors. We serve customers through a credentialed-only site experience and an offline sales organization structured to accommodate vertical expertise and account complexity. We are committed to providing exceptional service and tailored solutions to our commercial customers and becoming their preferred partner for spaces where people work, live, stay, and play.

About the Role

The Senior Associate, Commercial GTM will play a vital role in scaling Wayfair Professional’s Property Management (PM) business. This role sits within the Commercial GTM & On Site Programs team and is responsible for identifying and implementing the processes, strategies, and enablers required to profitably grow our PM segment.

You will act as the owner of the PM GTM workstream: identifying and scaling where and how we’re winning today, validating hypotheses with data and stakeholders, and partnering with Sales and Marketing teams to unlock profitable growth. This is a high-ownership, cross-functional role with direct line of sight to a key growth pillar for Wayfair Professional and the broader Wayfair LLC.

What You’ll Do:

• Own the Property Management GTM workstream
  • Serve as the primary owner for our PM commercial GTM strategy, with accountability for driving profitable growth in this segment.
• Diagnose and improve profitability of top PM accounts
  • Analyze performance of our largest PM customers to understand and scale each customer’s profitability.
  • Partner with Sales, Finance, and Sales Operations to design and implement actions that improve unit economics and overall account profitability.
• Design and refine PM customer acquisition strategy
  • Evaluate current top-of-funnel and acquisition motions for PM customers and identify key gaps and opportunities.
  • Work with Sales, Marketing, and Territory to build, test, and iterate on acquisition programs and playbooks that improve the volume and quality of PM opportunities.
• Improve PM customer data quality and usability
  • Assess the current state of PM customer and account data; identify what is missing or inaccurate.
  • Partner with Data, Sales Tech, and other stakeholders to improve data validity, structure, and accessibility so that we can better segment, target, and serve PM customers.
• Launch and scale key PM enablers (e.g., terms, ePro)
  • Develop and execute a go-to-market plan for PM-specific enablers such as payment terms, ePro solutions, and other commercial constructs.
  • Define use cases, success metrics, and rollout plans, and partner with Sales and Sales Tech to drive adoption.
• Work cross-functionally to unblock scaling
  • Proactively surface and prioritize the biggest blockers to PM growth across assortment, pricing, payments, customer data, and sales motions.
  • Facilitate alignment and execution across Sales, Sales Tech, Territory, Marketing, and other teams to ensure we are set up to scale where we already win and expand into new opportunities.
• Set priorities based on business need
  • Use data, stakeholder feedback, and your own structured thinking to decide where to spend your time and which problems to tackle first.
  • Regularly communicate goals, progress, and trade-offs to leadership and cross-functional partners.

What You'll Need:

• 3+ years of experience in B2B strategy, go-to-market, business operations, consulting, or a similar analytical or strategic role.
• Experience leading cross-functional initiatives from problem definition through implementation, including the ability to turn ambiguous problems into clear hypotheses, workstreams, and measurable outcomes.
• Strong analytical skills and proficiency with Excel or Google Sheets; ability to use data to size opportunities, evaluate profitability, and track results.
• Experience partnering with Sales and/or Marketing on go-to-market initiatives, with strong written and verbal communication skills and the ability to present recommendations to cross-functional partners and leaders.
• Bachelor’s degree in Business, Economics, or a related field, or equivalent practical experience.
• Preferred: Familiarity with CRM tools such as Salesforce. Experience in property management, commercial real estate, or an adjacent B2B sector is a plus.

Benefits & Perks - US

• Full health benefits available (Medical, Dental, Vision, HSA/FSA) on day one for eligible employees.

• No-cost access to 2nd.MD, a virtual expert medical consultation and navigation service.

• Global Traveler Health Insurance through GeoBlue.

• 24/7 access to mental, financial, physical and emotional wellbeing support, plus an enhanced offering of therapy and coaching.

• Automatic enrollment into Basic Life and Accidental Death & Disability Insurance.

• 401(k) matching with immediate vesting.

• Paid Parental Leave, Surrogacy & Adoption Reimbursement and Caregiver Services.

• Tuition Reimbursement.

• Wayfair Employee Discount.

• Gym/Fitness Discounts (Wellhub and varying regional memberships).

• Exclusive access to thousands of perks & discounts through BenefitHub.

• Yearly match up to $500 for personal donations made by employees to registered 501(c)(3) nonprofits.