Sales Operations Compensation Leader

Who We Are

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.

Mission

Design and operationalize the systems that drive sales behavior – territories, quotas, and compensation – while leading implementation of integrated planning and compensation infrastructure.

Role Positioning

• 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

Scope of Responsibility

Territory & Coverage Design

• Design andoptimizeterritory 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

Quota Planning & Management

• 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

Sales Planning Systems

• 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

Sales Incentive Plan Design

• 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

Incentive Program Administration

• 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 ensureaccurateandtimelycompensation processing

Incentive Program Governance

• 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 asingle sourceof truth documentation for compensation plans
• Continuously improve clarity, usability, scalability, and perceived fairness of compensation programs

Operating Model

• Lead through influence across Sales, Finance, IT, and Revenue Operations
• Coordinate dedicated matrixedoffshore resources supporting planning and compensation operations
• Build scalable processes and governance frameworks to support organizational growth

Key KPIs

• Quota attainment distribution
• Coverage efficiency
• Compensation accuracy and timeliness
• Compensation plan effectiveness and alignment
• Adoption of planning and…