Wayfair is hiring a

Senior Manager, CastleGate Business Development

Boston, United States

What is CastleGate?

CastleGate is Wayfair’s third party logistics service that provides pick pack and ship services for our suppliers, as well as forward positions inventory in our distribution network.  This allows for fast delivery to customers shopping on the Wayfair website.

About the Role:

The Senior Manager of CastleGate Business Development will be responsible pitching and acquiring new customers, including identifying new business opportunities, developing relationships and negotiating with key suppliers on pricing, expanding the catalog, developing a competitive strategy.  The Business Development Senior Manager will also be responsible for managing Business Development Account Managers for Wayfair’s high-growth business.  The candidate must have an interest in innovating to solve business problems creatively and a willingness to hit the ground running. This is a great opportunity for candidates interested in pursuing a General Management career track at Wayfair.  Account Executives, with a track record of successfully running a category, obtain experience and build skills that lead to Wayfair's senior management. 

The successful candidate is:

  • Someone with a strong senior presence, able to speak to executives, both internally and externally
  • Able to manage a team of energetic and driven account managers
  • Self-motivated and goal-oriented with a high comfort in consultative phone sales
  • Someone who thrives in a fast-paced environment and is able to adapt to change quickly
  • Successful in negotiation and project management
  • Able to balance analytical thinking with effective, persuasive communication
  • Able to work with and lead cross-functional teams
  • Able to solve problems in a creative and effective manner
  • Able to take ownership and drive results
  • Comfortable with ambiguity


  • Establish, develop, and maintain new business by engaging and enrolling prospects into the CastleGate program via phone and in-person meetings
  • Promote, sell, secure and maintain new and existing customers using a consultative approach
  • Meet and drive sales goals while developing an expertise in CastleGate’s service offerings
  • Develop clear and effective business proposals for current and prospective customers through understanding their needs and business objectives
  • Grow existing relationships through continuous analysis of performance and identifying new opportunities for expansion
  • Provide outstanding service to fulfillment customers and act as the point of contact for all operational issues
  • Analyze data to identify potential customers and meet financial goals of the business
  • Work collaboratively with internal teams to improve processes and troubleshoot issues
  • Attend tradeshows to visit key customers and source new business


  • Bachelor Degree, MBA or equivalent experience
  • 2-5 years of successful business development, relationship management sales experience
  • Senior presence with articulate and persuasive communication skills
  • Strong analytical skills and high comfort level with Excel, SQL a plus
  • A track record of leadership, taking ownership and driving results
  • Experience working with and leading cross-functional teams
  • Comfortable in technology-driven business environment 
  • Supply Chain/Logistics experience a plus


Other jobs at Wayfair