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Sales Operations Compensation Leader
Lennox
- Richardson, Texas, United States
- Richardson, Texas, United States
Über
What Drives Success 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 existingSAP Commission (Callidus)software
Define data model and business rules
Drive adoption across leadership
Sales Incentive Plan Design
Design compensation plans aligned to revenue growth, marginobjectives, 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 SAPCommission(Callidus) systemadministration
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 andmaintain 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
Coordinatededicated 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 compensation systems
What We Are Looking For
Working knowledge of SAP ERP processes and associated data a plus
Bachelor’s degree in business, Finance, Accounting, HR, or a related discipline (or equivalentexperience)
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
What Success Looks Like (12–18 months)
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
What We Offer 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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Sprachkenntnisse
- English
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