Senior Manager, B2B Retail Strategy

B2B Retail Strategy Lead

This is a hybrid in-office role located in our Boston headquarters (attendance in-office is required Monday - Thursday, Friday is WFH optional). Frequent travel to our fleet of stores is required (minimum 1x/mo).

The Wayfair Professional team is looking for a B2B Retail Strategy Lead to help bring our business-to-business program to our physical stores. In this role, you will lead how we deliver a project-based experience for pros across all our different channels—online, in-store, and through our sales and design teams. You will help create a smooth, frictionless experience for our customers, no matter how they choose to shop with us. We need someone who can lead through change and work well with many different teams to get things done.

What You'll Do

• Strategic planning: Set the vision for expanding Wayfair Professional from an online-only platform into a project-first integrated ecosystem across our physical locations, including Wayfair, Perigold, and our specialty brands.
• Cross-functional coordination: Partner with senior leaders and cross-functional teams across Category Management, Design Services, Sales, Retail, RevOps, Customer Service and Tech to create a project-selling operating model between our virtual and store teams.
• Drive business results: Deliver against revenue targets and KPIs, balancing growth opportunities with business priorities. Balance strategic planning with hands-on execution, moving seamlessly between long-term roadmap development and day-to-day operational problem solving.
• Support store success: Develop operational processes and change management strategies that enable store and sales teams to successfully support professional customers. Partner with store teams to ensure successful rollout and adoption of new programs and initiatives.
• People management: Lead, mentor and develop a team of high-performing associates. Foster a culture of ownership, innovation, and customer-centric problem solving.

What You'll Need

• 10+ years experience in commercial strategy, general management, category management or similar roles with demonstrated success delivering results in fast-paced, rapidly changing environments, preferably in retail, e-commerce or B2B industries.
• Hands-on leader with the ability to move fluidly between strategic planning and tactical execution.
• Strong operational empathy and change management experience, with a track record of delivering impactful programs across field teams.
• Exceptional structured problem-solving skills and an analytical mindset, using data to diagnose root causes, evaluate tradeoffs, and ruthlessly prioritize.
• Proficiency in low-code/no-code orchestrators (e.g., Clay, n8n) and experience integrating AI agents and LLMs into production workflows.
• Strong executive presence and the ability to confidently engage with senior leaders, navigate competing priorities, and drive alignment across multiple stakeholder groups.
• Excellent written and verbal communication skills, with the ability to synthesize complex topics into concise recommendations for executive audiences.
• Experience managing people and developing high-performing teams.

Wayfair is fully committed to providing equal opportunities for all individuals, including individuals with disabilities. As part of this commitment, Wayfair will make reasonable accommodations to the known physical or mental limitations of qualified individuals with disabilities, unless doing so would impose an undue hardship on business operations. If you require a reasonable accommodation to participate in the job application or interview process, please let us know by completing our Accommodations for Applicants form.

Wayfair is one of the world's largest online destinations for the home. Whether you work in our global headquarters in Boston, or in our warehouses or offices throughout the world, we're reinventing the way people shop for their homes. Through our commitment to industry-leading technology and creative problem-solving, we are confident that Wayfair will be home to the most rewarding work of your career. If you're looking for rapid growth, constant learning, and dynamic challenges, then you'll find that amazing career opportunities are knocking.

No matter who you are, Wayfair is a place you can call home. We're a community of innovators, risk-takers, and trailblazers who celebrate our differences, and know that our unique perspectives make us stronger, smarter, and well-positioned for success. We value and rely on the collective voices of our employees, customers, community, and suppliers to help guide us as we build a better Wayfair – and world – for all. Every voice, every perspective matters.