Senior Specialist, Sales Operations: Pipeline, Deal Configurations Training

The Position

Kaufman Hall & Associates, LLC is soliciting a Sales Operations Senior Specialist to support the Consulting business and sales operations. The role serves as a key member of the Sales Operations team, assisting Consulting Sales Leaders with pipeline opportunity management, deal configuration, and related reporting and insights to enhance the overall efficiency and effectiveness of the sales process. It is a full‑time position based in Chicago, IL or Denver, CO.

• Serve as a trusted resource for consultants and business leaders on CRM opportunity management and deal configuration/pricing support for consulting engagements, ensuring alignment with established pricing guidelines and approval processes.
• Support Consulting Sales Leaders and practice leaders in maintaining an accurate, complete, and actionable sales pipeline, including opportunity setup, stage progression, data quality, and reporting readiness.
• Monitor CRM pipeline activity and identify data gaps, inconsistencies, or process adherence issues; partner with opportunity owners and sales leaders to resolve issues in a timely manner.
• Prepare, maintain, and distribute recurring pipeline reports, dashboards, and sales operations materials that support leadership visibility, forecasting, and business planning.
• Partner with Consulting practice sales leaders to review pipeline activity, upcoming pursuits, stalled opportunities, and operational support needs.
• Provide deal configuration support, including pricing model development, coordination of required inputs, and alignment with relevant stakeholders across Consulting, Finance, Legal, and Operations.
• Support handoffs from opportunity development through signed engagement administration, including backup support for CRM reconciliation, engagement setup, and related documentation.
• Serve as a subject matter expert for Consulting staff on opportunity management, deal configuration, CRM usage, and related sales operations processes.
• Develop, maintain, and deliver training materials, job aids, standard operating procedures, and other resources to improve process consistency and user adoption.
• Identify and contribute to process improvement initiatives that streamline workflows, reduce administrative friction, improve data integrity, and enhance the consultant and leader experience.
• Collaborate with Consulting, Legal, Finance, Knowledge Management, IT/CRM, and other stakeholders to support efficient sales operations processes and resolve cross‑functional issues.
• Contribute to special projects and evolving Sales Operations initiatives as the function continues to mature.

• 3+ years of relevant experience in sales (business operations, pricing, sales support, or related sales enablement roles).
• CRM experience – Microsoft Dynamics preferred.
• High level of technical proficiency, particularly with Word, PowerPoint, Excel and Outlook.
• Time management skills, with the ability to manage multiple projects while meeting deadlines.
• Exceptional customer service focus, professional demeanor, and a positive and engaging presence.
• Strong teamwork and organizational abilities with great attention to detail and superior verbal and written communication skills.
• Proven ability to consistently and positively contribute in a fast‑paced and fluid work environment with the ability to be flexible.
• Demonstrated discretion, confidentiality, and great judgment when managing highly sensitive material.

Applicants for employment must have work authorization that does not now or in the future require sponsorship of a visa for employment authorization in the United States and with Kaufman Hall.

Bachelor’s degree required.

• Must be able to perform essential duties satisfactorily with reasonable accommodations.
• Work is generally done sitting, talking, hearing and typing. Visual acuity is required to use a keyboard, prepare and analyze data and figures; transcribing, viewing a computer terminal; extensive reading.

• Travel Required:
  
  Occasional 0‑10%.
• The role is based in Chicago, IL or Denver, CO and requires 3 days per week in office.
• Work is regularly performed in a combination of home office and office settings, and routinely uses standard office equipment.
• It may require the maintenance of a home office and proximity to an airport for work‑related travel.

$65,000 to $105,000.

Kaufman Hall is committed to providing equal opportunity for all employees and applicants. We recruit, hire, train, promote, pay, and administer all employment actions without regard to actual and also perceived or assumed protected group status as defined by law of an individual or that individual’s associates or relatives. Our policies and the law prohibit employment discrimination against any employee or applicant on the basis of any legally protected status.