Director, Revenue Operations

Lennox International

About The Position

Lennox (NYSE: LII) Driven by 130 years of legacy, HVAC and refrigeration success, Lennox 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. Heatcraft Refrigeration is a long-standing leader in the world of commercial refrigeration, providing climate-control solutions. Their state-of-the-art manufacturing facilities in the cities of Stone Mountain and Tifton, Georgia, produce evaporators, condensers, compressor racks, and other top-quality refrigeration products for their six market-leading brands: Bohn, Larkin, Climate Control, Chandler, Magna Industrial and InterLink. Heatcraft products are primarily used to preserve food and other perishables in supermarkets, convenience stores, restaurants, warehouses and distribution centers, in addition to other applications such as data centers, pharmaceutical and industrial process cooling. The Director of Revenue Operations is a strategic leader responsible for overseeing Revenue Operations for the Heatcraft business and is crucial to growth initiatives. The Director will oversee the Sales Operations and Pricing teams, which are responsible for owning the businesses pricing strategy, providing strategic insights, owning the opportunity model, designing and implementing customer segmentation, determining resource deployment, allocating quotas, designing compensation plans, executing contracts, customer pricing/rebate agreements and managing other critical data and processes within the team's charter.

Requirements

Leader of people – Builds strong, engaged teams with a culture of trust and mutual respect -- always coaching and mentoring to develop the next generation of talent; drives collaboration across marketing, product management, sales, and operations teams.
Execution focus & ownership – Results-driven with the ability to manage multiple priorities and drive initiatives to completion.
Strategic mindset – Capacity to align sales, marketing and training strategies with market opportunities, competitive positioning, and financial goals.
Analytical problem-solving – Uses data and market insights to inform decision-making and optimize commercialization strategies.
Customer-centric mindset – Prioritizes understanding and meeting the needs of our customers.
Expert communicator – Ability to articulate value propositions and concepts to diverse internal and external audiences.
Eager to learn and adapt to new technologies – Strives to stay at the forefront of industry advancements; is very inquisitive and has strong digital acumen (including AI use cases).

Responsibilities

Oversee Sales Operations by integrating all sales, channel, and service activities into a unified Revenue Operations group. Create synergies to directly drive and support revenue and optimize field organizations.
Provide strategic leadership to maximize sales, margin goals, and customer satisfaction.
Utilize key productivity metrics, collaborate with regions for accurate sales planning, and enhance CRM systems to accelerate growth and ensure predictable revenue through unified processes.
Offer strategic direction on priorities, market trends, systems, reporting, process improvements, and compliance to improve operational performance.
Oversee quota setting, allocation, and sales compensation design to ensure fairness and appropriateness.
Own channel partner strategy, performance metrics (sell-in/sell-through, inventory turns, share of wallet), distributor onboarding, and programs to maximize channel revenue contribution.
Collaborate with supply chain/operations to align revenue forecasts with production capacity, inventory levels, and lead times; drive improvements in forecast accuracy to minimize lost sales and optimize working capital.
Oversee the revenue technology ecosystem, including CRM-ERP integration, CPQ, pricing/rebate automation, and partner portals to ensure data accuracy, automation, and scalability.
Own and lead the businesses pricing strategy, including the development and implementation of AI tools and supporting resources to equip the field to drive execution.
Oversee quota setting process, quota allocation and sales compensation design processes to ensure that quotas and compensation plans are executed fairly and appropriately.
Develop and own revenue analytics frameworks, dashboards, and predictive modeling to track channel health, pricing impact, margin trends, and forecast accuracy; provide actionable insights to leadership.