Hunt #19: My favorite sales job

Good morning hunters!

Today's newsletter covers an overview of what it was like to be an Account Manager at wayfair from 2010-2014 along with some words of wisdom to consider as you think about your sales career & journey.

Enjoy!

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Main Event

Background

My journey into B2B account management started in 2008 at Staples, where I managed a portfolio of 1,000 small business accounts. After two years of honing my skills, I was recruited by a VP at Wayfair (CSN Stores at the time) to build an Account Manager program focused on driving repeat business to commercial clients. It was a unique opportunity to take my sales experience into a fast-growing, highly flexible role that felt more like a partnership-building experience than traditional sales. Four years after I had joined, I had built a team of 25+ Account Managers driving $40M+ in total revenue.

The Challenge and vision

Back in 2010, Wayfair’s revenue was driven entirely by online orders or customer service calls, with no B2B sales approach. However, many of these orders were coming from schools, private & government organizations, and various growing businesses purchasing items for their workspaces. Orders ranged from whiteboards and office furniture to lighting and other essentials for commercial spaces. My role was to reach out proactively to these businesses, introduce them to the value of working directly with me & Wayfair’s account team, and establish long-term relationships that would streamline and consolidate their purchasing needs. This approach provided the clients with an elevated service experience, cost-saving options, and one go-to contact for everything they needed.

Limitless product offerings & relationship building

With access to a catalog of over 7 million products, the possibilities of what I could source for clients felt virtually endless. My outreach was not just about making a sale; it was about understanding each client’s specific needs, types of products they frequently bought, and who made purchasing decisions in the organization. I worked with a diverse range of clients—from professional sports arenas and universities to hospitals and mid-to-large companies with multiple office locations.

Building relationships was key. Each conversation was a step toward becoming the go-to resource for my clients. They’d come to me when needing support with specific projects, whether that was revamping a conference room or outfitting a waiting area, knowing I could guide them from selection through delivery. I’d put together quotes, manage order fulfillment, and ensure on-time delivery, coordinating with suppliers and freight carriers as needed. This level of hands-on service set us apart from the usual transactional experience.

Compensation and earning potential

While starting salaries weren’t necessarily top-tier, the potential to earn was there for those who could build and grow profitable client relationships. Back then, my account managers had the potential to make $100k+ per year through a combination of base salary and commission on profit generated through their orders. We had many success stories—one account manager (for example), grew a relationship with Tesla from a single filing cabinet purchase, evolving it into a highly profitable, international account where he shipped pallets of furniture to their locations across the world.

Sound interesting? These companies might have some similarities

• Grainger: As a leader in industrial supply, Grainger employs account managers who help business clients source tools, parts, and supplies tailored to their needs.

• Granite City Electric: This electrical supply company hires account managers to support contractors and commercial clients with dedicated, consultative sales support.

• Amazon Business: Amazon’s B2B division specializes in bulk purchases and custom solutions for business clients, with account managers focused on building lasting relationships.

• Staples Business Advantage: Account managers at Staples work directly with businesses to provide office supplies and other essentials with a focus on consultative selling.

• Uline: Known for industrial, packaging, and shipping supplies, Uline’s account managers support B2B clients with a dedicated point of contact for their supply needs.

• Ferguson Enterprises: Specializing in plumbing and industrial supplies, Ferguson employs account managers to assist contractors and facility managers with project requirements.

• HD Supply: Serving MRO markets, HD Supply’s account managers work with property managers, government agencies, and contractors to streamline purchasing needs.

• Sysco: In food and restaurant supply, Sysco account managers work directly with clients in hospitality, ensuring their supply needs are met with personalized service.

A role beyond sales

Being a business account manager is about much more than closing a deal—it’s about solving client problems, understanding their goals, and creating a streamlined, stress-free experience for their business needs. If you’re passionate about working with clients in a consultative, relationship-based role, opportunities in B2B sales with companies like these offer a chance to make a meaningful impact.

Words of wisdom

Betting on yourself means focusing on the long game, where growth and opportunity often outweigh immediate high salaries. Look for roles that offer skill-building, mentorship, and/or residual commission potential—they’re investments in your future earning power. When you back your ability to create value, you open doors to success that money alone can’t buy. Trust in your potential, and the rewards will follow.

That’s all for this week. Feel free to reply with any questions or feedback. Happy hunting!

Jay Green “The Quota Hunter”