Sales Operations Compensation Leader

Lennox International • Richardson, TX

21h

About The Position

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.

Requirements

• 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

Responsibilities

• 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

Benefits

• 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
• 12 days paid time off
• 2 paid well-being days
• 1 paid volunteer day
• 12 paid holidays
• 3 floating holidays

What This Job Offers

• Job Type: Full-time
• Career Level: Senior