Sales Operations Process Leader

Lennox (NYSE: LII), driven by 130 years of HVAC and refrigeration success, 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 building a modern Revenue Operations capability to support a complex national sales organization spanning direct accounts, contractors, engineering firms, and channel partners. This role will play a key leadership role in modernizing commercial operations across process, systems, analytics, and governance – including major initiatives related to CRM transformation, forecasting, pipeline management, and operating cadence. This is a high-visibility opportunity for a builder who wants to shape scalable commercial capabilities and influence how revenue operations evolve across the organization. 

Mission 

Lead and operationalize the systems and processes that govern sales pursuit processes, pipeline management, and forecasting, while driving CRM strategy, evaluation, and implementation across sales and service. Partner with the Sales Enablement & Training Team to guide change. 

Role Positioning 

• Functional owner for Sales Operations within Revenue Operations 
• Leads enterprise initiatives through influence across Sales, IT, Finance, 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 

Sales Process & Pipeline Management 

• Define and operationalize scalable end-to-end sales process (lead  opportunity  close  shipment  service) 
• Establish pipeline governance standards, inspection cadence, and forecasting discipline 
• Build consistent operating cadence and performance visibility across sales leadership 
• Drive account coverage and activity planning frameworks 
• Define use and prioritize use cases for automation through Artificial Intelligence 

Forecasting & Commercial Visibility 

• Modernize forecasting and pipeline management capabilities across a complex commercial organization 
• Improve forecast accuracy and visibility through structured process and analytics 
• Develop scalable KPI frameworks and reporting standards 

CRM Strategy & Transformation 

• Serve as the Business Product Owner for the enterprise CRM modernization initiative across sales and service; currently on SAP C4C V1 
• Drive platform evaluation, future-state process design, implementation strategy, testing, migration cutover, and adoption strategy 
• Define business requirements, workflow design, reporting structure, and ongoing prioritization 
• Partner with IT and external vendors to implement scalable solutions 

Operating Model 

• Lead through influence across Sales, Finance, IT, and Revenue Operations 
• Coordinate offshore resources supporting analytics, reporting, and administration 
• Define and prioritize work delivered by IT and external partners 
• Establish scalable foundations to support future organizational growth 

Key KPIs 

• Seller productivity 
• Pipeline coverage and conversion 
• Forecast accuracy 
• CRM adoption and data quality 
• Sales cycle time 

• Bachelor’s degree in business, Finance, Accounting, HR, or a related discipline (or equivalent experience) 
• 8-12+ years in Sales Operations, Revenue Operations, Commercial Operations, or related functions 
• Experience leading CRM transformation and change management initiatives 
• Familiarity with enterprise-grade CRM software suites (Salesforce, SAP, Oracle, Microsoft, etc.) 
• Strong forecasting, pipeline management, and operating cadence expertise 
• Systems thinker with the ability to connect processes, data, analytics, and tools 
• Ability to influence senior stakeholders without direct authority 
• Comfortable operating in evolving and ambiguous environments 

What Success Looks Like (12–18 months) 

• CRM modernization initiative launched and is gaining adoption 
• Improved forecast accuracy and pipeline discipline 
• Standardized operating cadence and sales process governance 
• Clearer visibility into commercial performance and growth opportunities 

Compensation: This is a salaried exempt role. The starting salary range for this role and market is between $101,600 to $133,350 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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