Mattress Professional

About the role

As a Mattress Professional at Wayfair, you are the store's most trusted sleep expert and comfort consultant. More than a salesperson, you serve as the go-to resource for customers seeking better sleep by helping them navigate one of the most personal and important purchases they will make for their home. You combine deep technical knowledge of mattresses, sleep systems, foundations, adjustable bases, pillows, bedding, and sleep accessories with exceptional consultative selling skills to help every customer find the right solution for their unique sleep needs.

Whether assisting a first-time buyer, helping a growing family, supporting someone with back pain, or guiding customers through premium sleep technologies, you understand that every sleep solution must be tailored to the individual. You think like a sleep consultant, product expert, and trusted advisor. You understand mattress construction, support systems, comfort layers, pressure relief, temperature regulation, motion isolation, edge support, durability, materials, sleep positions, body types, and the practical factors that influence long-term sleep quality. Your expertise allows you to simplify a complex shopping experience and confidently match customers with products that improve how they sleep.

You recognize that purchasing a mattress is about far more than comfort—it's about health, recovery, wellness, and long-term satisfaction. Through thoughtful consultation, expert product education, and personalized recommendations, you help customers make informed decisions they can feel confident about for years to come. You leverage Wayfair's digital tools, endless aisle capabilities, and extensive assortment to build complete sleep solutions that extend well beyond what is available on the showroom floor. Your ability to connect mattresses with adjustable bases, pillows, protectors, sheets, bedroom furniture, and complementary accessories creates complete solutions that enhance both sleep quality and customer value.

Wayfair's retail business is entering an exciting phase of growth as we redefine the mattress shopping experience. As a Mattress Professional, you help establish a new standard for consultative sleep retail by combining industry expertise with exceptional customer service. This role is ideal for individuals with extensive experience selling mattresses or working within the sleep products industry who are passionate about helping customers improve one of the most important aspects of their everyday lives.

Key metrics

• $575 sph is needed to hit the top tier of goals, or 100k a month in sales
• 15% protection plan

Responsibilities

• Customer Sleep Consultation
  • Serve as the Store's Sleep Expert – Act as the primary resource for customers shopping for mattresses and sleep products by providing personalized guidance based on individual sleep needs, comfort preferences, and lifestyle
  • Deliver Personalized Sleep Consultations – Build trust by asking thoughtful questions about sleeping position, body type, health considerations, partner preferences, comfort expectations, budget, and long-term goals
  • Match Customers to the Right Sleep Solution – Recommend mattresses, adjustable bases, pillows, protectors, bedding, and complementary products that work together to create a complete sleep system
  • Educate Customers – Help customers understand the differences between mattress types, support technologies, comfort levels, materials, warranties, durability, and expected performance
• Mattress & Sleep Expertise
  • Demonstrate Deep Product Knowledge – Maintain expert-level knowledge across all mattress categories, including innerspring, hybrid, memory foam, latex, specialty sleep systems, adjustable bases, and premium sleep technologies
  • Understand Sleep Science – Apply knowledge of sleep ergonomics, spinal alignment, pressure relief, motion isolation, temperature regulation, edge support, and recovery to recommend appropriate products
  • Explain Technical Features Clearly – Translate complex product specifications and construction methods into practical, customer-friendly recommendations that simplify the buying process
  • Stay Current on Industry Trends – Maintain awareness of emerging sleep technologies, new materials, product innovations, competitive offerings, and evolving customer preferences
• Sales & Customer Experience
  • Deliver Consultative Selling – Approach every interaction as an opportunity to understand customer needs before recommending products, ensuring solutions are personalized rather than transactional
  • Build Long-Term Relationships – Become the trusted sleep advisor customers return to for future purchases, referrals, and additional home sleep solutions
  • Drive Complete Solution Selling – Recommend complementary products—including adjustable bases, pillows, mattress protectors, sheets, bedroom furniture, and accessories—to enhance the overall customer experience
  • Inspire Customer Confidence – Help customers feel informed, comfortable, and confident making a significant purchase by reducing uncertainty through education and expertise
• Digital Tools & Solution Building
  • Maximize Endless Aisle – Leverage Wayfair's digital assortment to provide customers access to a broader selection of mattress brands, sizes, comfort options, and sleep accessories beyond in-store inventory
  • Build Complete Sleep Solutions – Create comprehensive recommendations that combine mattresses with adjustable bases, foundations, bedding, furniture, and accessories tailored to customer needs
  • Research & Resolve – Partner with internal teams and utilize digital resources to answer technical questions, resolve customer concerns, and identify the best available solutions
• Operational Excellence
  • Maintain an Inspiring Sleep Shopping Environment – Ensure mattress displays, comfort testing areas, and merchandising create a welcoming environment that encourages customers to explore and compare sleep solutions
  • Support Store Operations – Assist with merchandising, inventory management, replenishment, carry-outs, customer pickups, returns, and other operational responsibilities while maintaining exceptional customer service
  • Share Expertise – Serve as the store's mattress knowledge resource by mentoring fellow associates, sharing product expertise, providing coaching on consultative selling techniques, and elevating the overall customer experience through sleep education

Qualifications

• 5+ years of successful selling low to high end mattresses
• Expert across the full range of home mattresses solutions
• Open availability – need to work nights, weekends, and holidays
• Can read and understand English
• Strong communication and relationship-building skills
• Core sales instincts
• Time management and multitasking ability
• Technical proficiency (mobile devices, POS systems)

Pay

Salary Range: $24.00 per hour + uncapped bonus. The hourly rate is a fixed entry rate for this position and applies to all new hires. While our system may display a pay range, this role's starting rate is non-negotiable. Future pay increases are determined by performance, growth, and time in role, in accordance with our compensation policy.