Sr. Manager, Sales Compensation

Lennox International•Richardson, TX

18h•Onsite

About The Position

The Sr Manager, Sales Compensation leads the strategy, governance, and execution of the sales compensation and quota programs. You will serve as the primary business partner to Sales, Finance, Human Resources, IT, and RevOps – translating strategy into clear, data-driven compensation frameworks and sales targets that support growth, accountability and transparency with clarity and simplicity. This candidate will report to the VP, Revenue Operations and be responsible for the people, data, process and technology to drive performance excellence.

Requirements

Bachelor’s degree in finance, economics, business or related field required.
7-10 years of experience in sales compensation, FP&A, analytics, sales operations or related field.
Strong analytical mindset with experience with financial modeling
Exceptional cross-functional leadership and communication skills with strong story-telling, xls and ppt skills.
Ability to lead and motivate teams to achieve project goals.
Good communication, leadership, and financial skills.

Nice To Haves

Preferred proficiency in pricing tools (i.e. Vendavo, PriceFx), ERP (i.e. SAP, ECC or S4), CRM platforms (i.e., Salesforce), CLM platforms (i.e., Intelagree, Ironclad), Reporting Tools (i.e., Qlik, PowerBI and Data Bricks) and AI (i.e. Co-Pilot)

Responsibilities

Lead annual design of sales compensation plans across roles, segments and geographies.
Build modeling, scenario analysis, and cost simulations to inform leadership decisions.
Maintain compensation governance, documentation, and audit readiness.
Ensure plans align with corporate strategy, financial goals, and marketing competitiveness.
Partner with HR on job architecture and eligibility as well as Sales on temporary, targeted performance accelerators that sit on top of the core compensation plan to drive very specific behaviors during a defined window.
Develop and maintain quota methodology grounded in historical performance and territory potential.
Lead annual quota deployment, including segmentation, territory design, and coverage changes.
Partner with sales and finance leadership to ensure quotas are equitable, achievable, and strategically aligned to business segment goals.
Monitor attainment distribution, pacing, and performance trends; identify the why, risk and recommend corrective actions.
Manage and document quota adjustments with consistency and transparency.
Oversee incentive compensation operations including exceptions, approvals and dispute resolution.
Partner with IT to ensure comp and quota logic is accurately implanted in incentive management tools.
Collaborate with Customer Maintenance on changes to account management responsibilities with clear processes and governance including automation such as SalesForce.
Work closely with Sales and Marketing on Awards reporting for internal employees and external parties.
Drive continuous improvement across workflows, automation, and data quality.
Ensure compliant processes and strong internal controls.