Senior Analyst, Sales Compensation

At this time, Wayfair does not provide sponsorship for employment authorization for this position. Onsite in Boston, MA.

About the role

The Sales Compensation team sits within Global Sales Planning & Analytics, which maximizes sales performance through compensation, territory, and customer outreach strategy. The Sales Compensation team is responsible for the design and administration of incentive compensation plans for a sales organization of over 500 employees globally across Business-to-Business (B2B) and Business-to-Consumer (B2C) teams. As a Senior Analyst, you will not just administer incentive plans — you will actively shape the strategy that drives our sales engine. This role lets you blend complex data architecture with business strategy, advising senior leadership and owning the optimization of our incentive workflows.

Responsibilities

• Strategic Advisory: Partner directly with sales leadership to translate program priorities into actionable, data-driven incentive compensation strategies.
• Plan Architecture: Drive the design and implementation of scalable, financially sound compensation plans that align behavior with business strategy.
• Performance & Analytics: Ensure the effectiveness of current plans via reporting and conducting deep-dive analysis for continuous improvement.
• Operational Execution: Own the monthly payroll calculation, audit, and submission process for timely, accurate disbursement.
• System Ownership: Implement, maintain, and optimize the configuration of compensation tools (specifically CaptivateIQ), driving automation across the platform.
• Cross-Functional Collaboration: Partner with Product, Engineering, and Analytics teams to automate data pipelines and streamline resolution workflows.
• Change Management: Partner with Communications, Talent, and Sales Leadership to deliver clear change management plans and communications for new or evolving compensation practices, ensuring alignment across the sales organization.

Requirements

• A Bachelor’s or Master’s degree in a quantitative field (e.g., Finance, Economics, Statistics, or Analytics).
• 3+ years of professional experience in sales compensation, sales operations, or financial planning & analysis (FP&A).
• Advanced proficiency with data manipulation tools, including Excel/Google Sheets, SQL/GBQ, and visualization platforms like Tableau, Looker, or PowerBI.
• Hands-on experience with CaptivateIQ (or similar enterprise incentive automation tools like Xactly or Anaplan) is strongly preferred.
• Strong business acumen and problem-solving skills, with a proven track record of handling ambiguous challenges independently.
• Excellent communication skills, with the ability to articulate complex financial concepts to both sales reps and executive stakeholders.
• Proven project management experience, including the ability to manage multiple stakeholder timelines and implement large-scale process improvements.

Schedule

All Boston-based corporate employees work in a hybrid capacity. Employees will work in the office on designated days, Monday through Thursday, and work remotely on Fridays.