Senior Associate, Advertising Sales

Wayfair • Boston, MA

5d

About The Position

We are actively collecting applications for this role and will begin reaching out to candidates the week of January 5, 2026. The Wayfair Advertising Senior Associate is a client-facing, front-end sales role responsible for driving Advertising growth with Wayfair's most important and engaged client partners. You'll own the full Advertising sales cycle - from prospecting and pitching to closing and growing strategic relationships. This role combines influential tactics with data driven insights and analytical skills to grow the business. Success in this role means building a high-quality pipeline, unlocking net-new budgets, and activating accounts not yet invested in Advertising. We're looking for candidates who have “a nose for the money” with strong commercial instincts, an ability to tell a compelling ROI story, and the tenacity to build a book of business from the ground up. This role is ideal for candidates who thrive in fast paced environments, love the adrenaline rush of closing deals, and know how to create urgency and momentum with executive decision-makers.

Requirements

• 3+ years of experience in sales, account management, marketing, B2B, business development or other relevant fields.
• A “hunter mentality” with a proven track record of exceeding sales targets and closing complex, high-value deals.
• Strong persuasion, negotiation, and organizational skills, along with a desire to routinely exceed client expectations.
• An obsession for detail and healthy competition for driving positive growth for our clients.
• High commercial IQ - you understand business models, read P&Ls, and can identify where the money is and how to unlock it.
• A desire to thrive in a fun, fast-paced and constantly changing work environment.
• Strong analytical and data visualization skills.
• Excellent written and verbal communication/presentation skills.
• An entrepreneurial, self-starter attitude, capable of both independent and cross-functional team assignments.
• An ability to prioritize across short term and long term goals.
• Advanced Google G-Suite skills, and particular strength in Microsoft Excel or Google Sheets.

Nice To Haves

• Familiarity with e-commerce and the digital advertising ecosystem is a plus with a focus on retail media networks
• Media Sales or brand advertising sales experience is preferred

Responsibilities

• Create and execute a sales strategy that meets or exceeds both Wayfair and the client's advertising goals. This includes building plans that balance internal and external growth targets, leading high-stakes negotiations with marketing and executive stakeholders, advising clients on the best course of action to take, monitoring campaign performance, and making recommendations that drive significant business results.
• Build and own a revenue-generating book of business that includes growing established brands / clients, cracking into new clients who have not yet started advertising with Wayfair, and increasing spend across a full suite of advertising products.
• Develop and execute strategic account plans focused on maximizing spend and ROI for top-tier brands and clients. To do so, the candidate must interpret advertising metrics and summarize succinctly into action items, benchmark against performance standards, measure progress and adjust campaigns accordingly, along with developing contingency plans and demonstrating adaptability through continuous learning.
• Negotiate and close deals with confidence, owning the end to end sales cycle and performance commitments. Candidates must be able to drive urgency and accountability, using data and storytelling to move prospects from consideration to commitment, while becoming a product superuser who is knowledgeable of every facet of our advertising suite.
• Build client relationships through strong communication, listening skills, and anticipation of needs via phone calls, emails, and recurring business reviews.
• Collaborate cross-functionally with category managers, advertising program managers, and support teams to optimize campaigns and remove blockers to revenue growth.
• Learn and grow in the dynamic industry of digital advertising, keeping a pulse on market trends and the competitive landscape.
• Document all account related activity in Salesforce and other sales activity tools to build pipelines and track progress against revenue goals.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed
• Number of Employees: 5,001-10,000 employees