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Lennox (NYSE: LII), driven by 130 years of legacy in HVAC and refrigeration, provides our residential and commercial customers with industry-leading climate-control solutions. At Lennox, we win as a team, aiming for excellence and delivering innovative, sustainable products and services. Our culture guides us and creates a workplace where all employees feel heard and welcomed. Lennox is a global community that values each team member’s contributions and offers a supportive environment for career development. Come, stay, and grow with us.
Lennox Commercial HVAC is modernizing the infrastructure that supports territory design, quota management, sales compensation, and commercial planning across a complex national sales organization. This role will lead foundational initiatives related to planning systems, compensation governance, and scalable operating frameworks that support revenue growth and organizational alignment. The role offers significant visibility across Sales, Finance, IT, and executive leadership, with the opportunity to shape how commercial performance is planned, measured, and rewarded.
Design and operationalize the systems that drive sales behavior – territories, quotas, and compensation – while leading implementation of integrated planning and compensation infrastructure.
Functional owner for Sales Planning & Compensation within Revenue Operations
Leads enterprise initiatives through influence across Sales, Finance, IT, and external partners
Operates with significant autonomy and visibility across leadership stakeholders
Player-coach responsible for delivering outcomes while coordinating cross-functional resources
Design and optimize territory models in partnership with sales across direct accounts, contractors, engineering firms, and channel partners
Align coverage, including overlay responsibilities, to market opportunity, account potential, and strategic priorities
Continuously assess and refine territory structures based on performance and market shifts
Develop scalable quota-setting methodologies aligned to growth objectives
Align quotas to market opportunity and commercial strategy
Manage in-year adjustments, governance, and performance calibration
In partnership with IT, lead the implementation of SAP Territory & Quota software and eventual integration with existing SAP Commission (Callidus) software
Define data model and business rules
Drive adoption across leadership
Design compensation plans aligned to revenue growth, margin objectives, and strategic priorities
Balance simplicity, fairness, and behavioral alignment across plans
Partner with Sales, Finance, and HR leadership on compensation strategy and governance
Oversee day-to-day administration and accuracy of incentive compensation processes, including SAP Commission (Callidus) system administration
Manage SPIFFs and short-term incentive programs
Partner with Finance and Payroll to ensure accurate and timely compensation processing
Drive professionalization of incentive compensation programs through standardized communication, documentation, rollout, and governance processes
Define the onboarding and education approach for new hires
Ensure clear and consistent communication of goals, metrics, and performance throughout the year
Own governance model for plan interpretation, exception handling, and dispute resolution
Develop and maintain a single source of truth documentation for compensation plans
Continuously improve clarity, usability, scalability, and perceived fairness of compensation programs
Lead through influence across Sales, Finance, IT, and Revenue Operations
Coordinate dedicated matrixed offshore resources supporting planning and compensation operations
Build scalable processes and governance frameworks to support organizational growth
Quota attainment distribution
Coverage efficiency
Compensation accuracy and timeliness
Compensation plan effectiveness and alignment
Adoption of planning and compensation systems
Working knowledge of SAP ERP processes and associated data a plus
Bachelor’s degree in business, Finance, Accounting, HR, or a related discipline (or equivalent experience)
8-12+ years of experience in sales compensation administration, sales operations, finance, or another data-heavy analytical role
Deep experience in territory design, quota management, and compensation frameworks
Experience implementing planning or compensation systems
Strong analytical and business modeling capability
Ability to influence senior stakeholders without direct authority
Comfortable operating in evolving and ambiguous environments
Standardized territory and quota management framework
Compensation plans aligned to business priorities and trusted by the field
Planning system implementation successfully launched
Improved transparency, timeliness, governance, and scalability of compensation operations
Compensation: This is a salaried exempt role. The starting salary range for this role and market is between $110,000 to $160,00 annually. Factors that may affect starting salary include geography/market and the skills, education, experience, and other qualifications of the successful candidate. Employees in this role are also eligible for an annual bonus in accordance with the terms of the Company’s applicable plan. Employees in this role are not eligible for overtime.
Benefits: Subject to applicable eligibility requirements, the following benefits are offered for this role: tuition reimbursement; medical, dental, and vision insurance; prescription drug coverage; 401(k) retirement plan; short-term disability insurance; 8 weeks paid birthing leave; 2 weeks paid bonding leave; life and long-term disability insurance.
Depending on date of hire, and subject to applicable eligibility requirements, new employees in this role also receive up to: 12 days paid time off, 2 paid well-being days, 1 paid volunteer day, 12 paid holidays, and 3 floating holidays per year.
Our Culture: At Lennox, our Core Values of Integrity, Respect & Excellence are ingrained in the fabric of the organization. They define our culture – which is about how we do business and how we treat others. Lennox is not just a workplace; we are a global community that values each team member’s contributions. As an equal opportunity employer, we are committed to recruit, develop, and retain talented individuals from a wide range of backgrounds, ensuring that everyone has the opportunity to succeed and contribute to our continued growth and success. At Lennox, you’ll take pride in our brands, knowing you are part of something special. Come, stay, and grow with us!
Disclaimers: The compensation and benefits information is accurate as of the date of this posting. Lennox reserves the right to modify this information at any time, with or without notice, subject to applicable law.
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Lennox International is a global provider of heating, ventilation, air conditioning, and refrigeration (HVACR) products and services. The company designs and manufactures climate control solutions for residential and commercial markets worldwide.
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