Senior Analyst, Sales Compensation

Must be onsite in Boston, MA (Monday - Thursday)

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, data architecture, and strategic evaluation 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 won't just administer incentive plans-you will be the analytical engine behind our compensation strategy. This role offers an incredible opportunity to leverage SQL and quantitative modeling to evaluate plan effectiveness, forecast commercial outcomes, and present data-backed recommendations directly to senior sales leadership. You'll also own the optimization of our monthly incentive workflows. If you thrive on transforming disparate, messy datasets into clear strategic direction that drives multi-million-dollar revenue growth, this role is built for you.

What You'll Do

In this role, you will lead the analytical modeling, data extraction, and strategic optimization of incentive compensation plans across diverse sales programs. You will serve as the subject matter expert (SME) in translating business strategy into measurable, high-impact incentive designs through rigorous data analysis.

• Write and optimize SQL queries (via Google BigQuery) to extract, consolidate, and validate data across disparate commercial and transactional databases.

• Build predictive scenario models to evaluate potential plan designs, stress-test attainment curves, and analyze the ROI and cost-to-revenue impact of new incentives and SPIFFs.

• Partner directly with sales leadership to translate business priorities into data-driven, financially sound incentive compensation strategies that align sales behavior with revenue and gross margin goals.

• Design, automate, and maintain leadership-facing dashboards and visualizations (Looker, DataStudio) tracking incentive effectiveness and rep performance trends.

• Own the monthly payroll calculation, audit, and submission process for timely, accurate disbursement, leveraging incentive automation software (CaptivateIQ) and automated data handoffs to ensure end-to-end data integrity.

• Partner closely with Data Engineering, Analytics, and Finance teams to continuously improve upstream data hygiene and automate calculation pipelines.

• 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.

What You'll Need

• A Bachelor's or Master's degree in a quantitative field (e.g., Analytics, Data Science, Statistics, Economics, Finance, or Computer Science).

• 3+ years of experience in an analytical role (Sales Compensation, Sales Analytics, Revenue Operations, Business Intelligence, People Analytics, or FP&A).

• Strong SQL skills: Proven track record writing complex queries (e.g., joins, window functions, CTEs) to pull and consolidate multi-source datasets in platforms like Google BigQuery, Snowflake, or PostgreSQL.

• Mastery of Excel/Google Sheets for financial and scenario modeling

• Hands-on experience developing intuitive dashboards in Tableau, Looker, or PowerBI, with a demonstrated ability to turn complex metrics into actionable executive narratives.

• Strong intuition for sales economics and human motivation, with the ability to measure how compensation structures influence sales behavior and margin.

• Experience with enterprise incentive tools (CaptivateIQ, Xactly, or Anaplan) is a plus, but strong analytical aptitude and relational database experience take precedence.

• Exceptional ability to articulate analytical findings, methodology, and strategic recommendations to both technical partners and non-technical sales leaders. Additionally, the ability to condense complex compensation principles into digestible communications and resources for non-technical sales floor.

An Important Note about Our In-Office Policy:

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.

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.

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