Job Description
Senior Manager of Sales Learning & Quality
Compensation: The estimated total compensation for this role ranges from $200,000 to $230,000, which includes a base salary range $147,000 to $167,000 alongside equity. Please note: The base salary portion of this package is location-dependent and may be adjusted based on the cost of labor in your primary work region. We will provide a specific breakdown tailored to your location during the first interview.
About the Team & Role
Wayfair Professional is looking for a Senior Manager to oversee Sales Learning & Quality, helping sales teams deliver a consistent, high-quality customer experience and improve performance across sales channels. The Senior Manager will lead an integrated system for sales capability diagnosis, onboarding and upskilling programs, quality assurance (QA), coaching, and knowledge management. The role connects what is happening in customer conversations and sales outcomes to the skills, standards, tools, and manager routines that improve performance. It is accountable for defining the problem, setting the roadmap and quality bar, and building scalable mechanisms that allow sales teams and partners to act on insight.
Key Responsibilities
- Strategy, governance & sales partnership: Own the integrated Sales Learning & Quality strategy, operating model, governance, and roadmap; align priorities and tradeoffs with sales leadership to ensure the function meets business needs.
- Sales capability & learning programs: Own the B2B capability framework for frontline reps and managers; diagnose skill gaps and direct onboarding, ramp, continuous upskilling, and frontline manager development and coaching programs.
- Quality assurance & customer insights: Set QA standards and calibration practices; own scorecard strategy and Gong administration. Use call listening and conversation intelligence to identify customer friction, messaging and competitive trends, and translate findings into action.
- Learning experience, knowledge & technology: Set instructional-design and adult-learning standards across workshops, job aids, and digital learning; oversee the learning portfolio, B2B knowledgebase governance, and adoption of learning technologies, including AI-enabled tools, with Sales Operations and technical partners.
- Measurement & business impact: Define success measures and an evaluation cadence with Sales leaders, Sales Operations, and Analytics; assess learning effectiveness and connect rep behaviors and QA results to business outcomes such as win rates and quota attainment.
- Team leadership & quality culture: Lead and develop the team spanning Learning Experience Design, Training, and QA; build cross-functional ownership of quality through shared listening, coaching routines, and recognition of sales excellence.
What You Bring
- Experience & leadership: 7+ years in Sales Learning & Development or related field; 3+ years in a leadership position with a track record of team development
- Domain expertise: experience supporting a high-volume B2B or inside sales organization
- B2B commercial acumen: deep understanding of B2B sales cycles, rep behaviors, and sales key performance indicators
- Learning technology: familiarity with e-learning authoring tools, learning management systems (LMS), knowledge platforms, CRM systems, and sales enablement technologies. Familiarity with tools such as Articulate 360, Synthesia, Axonify, and Gong is preferred
- Instructional design & methodology: familiarity with instructional design approaches and learning-evaluation frameworks is preferred
- Analytical capability: ability to analyze data, draw actionable conclusions, and partner with analytics teams to assess relationships between learning measures, sales behaviors and business outcomes
- Stakeholder management: exceptional communication, persuasion and relationship-building skills across organization levels
- Mindset: customer-first orientation combined with a scrappy, problem-solving mindset with a passion for continuous improvement
Assistance for Individuals with Disabilities
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 Accomodations for Applicants form.
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About Wayfair Inc.
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. That’s why we’re proud to be an equal opportunity employer. We do not discriminate on the basis of race, color, ethnicity, ancestry, religion, sex, national origin, sexual orientation, age, citizenship status, marital status, disability, gender identity, gender expression, veteran status, genetic information, or any other legally protected characteristic.
Your personal data is processed in accordance with our Candidate Privacy Notice (https://www.wayfair.com/careers/privacy). If you have any questions or wish to exercise your rights under applicable privacy and data protection laws, please contact us at dataprotectionofficer@wayfair.com.
State Specific Disclosures
Applications for this position are accepted on an ongoing basis, and the role will remain open until a suitable candidate is identified. We encourage interested applicants to apply as soon as possible, as we will review applications and conduct interviews on a rolling basis.
