Enterprise Account Executive - Hospitality

Wayfair Professional is a multi-billion dollar business serving 1.3M active customers across several industries, with a focus on Office, Interior Design, and Contractor. We serve these customers online via a credentialed-only site experience (broken into different aisles for our top industries, with gated pricing), and offline with a ~500-person Sales organization that is structured to accommodate both vertical expertise (e.g., Interior Design, Contractor, Office, Edu) and account potential / complexity (large ‘Enterprise’ down to lower-value pooled Sales in ‘On Demand’). 

Wayfair Professional is seeking an experienced Account Executive to own, nurture and grow an Enterprise book of business that is centered around Hospitality Procurement and Hospitality Property Management accounts. Experience should include; designing and executing outbound book management strategies, a track record of achieving and exceeding key performance metrics, developing feedback loops to track KPIs, experience executing project plans with multiple stakeholders involved, strategy development and execution. The individual must be self-motivated, goal-oriented, customer centric, team-oriented and must demonstrate the ability to thrive in a fast-paced environment. 

What you will do: 

• In this role, you will directly manage 1 Enterprise Development Manager (EDM) and be responsible for the continued growth of an Enterprise level book of business 
• Nurture and develop enterprise level accounts, growing book of business to 10+ $1M accounts
• Manage  existing accounts, developing and executing account strategies, and ensuring customer satisfaction by performing a top down sales approach
• Lead the sales process through opportunity pipeline management, create tailored proposals to address client needs, establish contract and rebate programs to lock in programmatic sales
• Leverage data to drive strategic sales decisions (proactive outreach, profitability, wallet penetration) 
• Establish strong relationships and ensure customer satisfaction by prospecting, networking (including attending trade shows, customer visits, etc.) and maintain communication at the executive level
• Collaborate and coach EDM for upsell and cross-sell opportunities
• Partner with cross functional teams like Design, Large Projects/Project Management, Marketing, Sales Tech, and Category  by providing feedback to deliver the right value to our customers
• Make sure their pod is up to date on industry trends, product knowledge and enhancing their sales processes for greater efficiency

What you will need: 

• 6-10+ years experience in Sales / Category Management / Sales Leadership, or Business Development - B2B preferred
• Demonstrated experience delivering against aggressive goals in a fast-paced, rapidly changing environment
• Ability to travel up to 10-12 times per year to attend industry specific events and/or in person client meetings
• Clear and structured communication (verbal and written)
• Ability to hit the ground running, self-starter
• Ability to manage and prioritize multiple initiatives, and to delegate tasks appropriately
• Innovative problem-solving skills – dissect and determine root causes of problems, and implement solution
• Experience with Client Relationship Management Systems (Salesforce a plus) 
• Experience in the Hospitality industry, specifically with management companies and boutique spaces a plus

The salary range (or base pay range) for this position is $68,400-$76,000 (not including Variable Compensation Target Value). The Compensation team determines internal offers based on your current position/level, your location, and the new position. As you move through the internal interview process, your recruiter will be able to provide additional details regarding your specific application. Please note, Internal offers are not negotiable.

For state-specific application information, please review the following applicant notices.