Sales Operations Process Leader

Who We Are

Lennox (NYSE: LII), driven by 130 years of HVAC and refrigeration success, 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 building a modern Revenue Operations capability to support a complex national sales organization spanning direct accounts, contractors, engineering firms, and channel partners. This role will play a key leadership role in modernizing commercial operations acrossprocess, systems, analytics, and governance – including major initiatives related to CRM transformation, forecasting, pipeline management, and operating cadence. This is a high-visibility opportunity for a builder who wants to shape scalable commercial capabilities and influence how revenue operations evolve across the organization.

Mission

Lead and operationalize the systems and processes that govern sales pursuit processes, pipeline management, and forecasting, while driving CRM strategy, evaluation, and implementation across sales and service.

Partner with the Sales Enablement & Training Team to guide change.

Role Positioning

• Functional owner for Sales Operations within Revenue Operations
• Leads enterprise initiatives through influence across Sales, IT, Finance, and external partners
• Operates with significant autonomy and visibility across leadership stakeholders
• Player-coach responsible for delivering outcomes while coordinating cross-functional resources

Scope of Responsibility

Sales Process & Pipeline Management

• Define and operationalize scalableend-to-end sales process (lead→opportunity→close→shipment→service)
• Establish pipeline governance standards, inspection cadence, and forecasting discipline
• Build consistent operating cadence and performance visibility across sales leadership
• Drive account coverage and activity planning frameworks
• Define use and prioritize use cases for automation through Artificial Intelligence

Forecasting & Commercial Visibility

• Modernize forecasting and pipeline management capabilities across a complex commercial organization
• Improve forecast accuracy and visibility through structured process and analytics
• Develop scalable KPI frameworks and reporting standards

CRM Strategy & Transformation

• Serve as the Business Product Owner for the enterprise CRM modernization initiative across sales and service;currently on SAP C4C V1
• Drive platform evaluation, future-state process design, implementation strategy,testing,migrationcutover,and adoptionstrategy
• Define business requirements, workflow design, reporting structure, andongoingprioritization
• Partner with IT and external vendors to implement scalable solutions

Operating Model

• Lead through influence across Sales, Finance, IT, and Revenue Operations
• Coordinate offshore resources supporting analytics, reporting, and administration
• Define and prioritize work delivered by IT and external partners
• Establish scalable foundations to support future organizational growth

Key KPIs

• Seller productivity
• Pipeline coverage and conversion
• Forecast accuracy
• CRM adoption and data quality
• Sales cycle time

• Bachelor’s degree in business, Finance, Accounting, HR, or a related discipline (or equivalent experience)
• 8-12+ years in Sales Operations, Revenue Operations, Commercial Operations, or related functions
• Experience leading CRM transformation and change management initiatives
• Familiarity with enterprise-grade CRM software suites (Salesforce, SAP, Oracle, Microsoft, etc.)
• Strong forecasting, pipeline management, and operating cadenceexpertise
• Systems thinker with the ability to connect processes, data, analytics, and tools
• Ability to influence senior stakeholders without direct authority
• Comfortable operating in evolving and ambiguous environments

What Success Looks Like (12–18 months)

• CRM modernization initiative…