Senior Specialist, Sales Operations: Pipeline, Deal Configurations, & Training

When you’re the best, we’re the best. We instill an environment where employees feel engaged, satisfied and able to contribute their unique skills and talents while living and working as their authentic selves . We provide extensive opportunities for personal and professional development, building both employee competence and organizational capability to fuel exceptional performance through an inclusive environment both now and in the future. Sr. Specialist, Sales Operations – Pipeline, Deal Configuration, Sales Training Consulting BU Operations The Organization We help society’s foundational healthcare institutions to achieve their full potential in service to others. We are our clients’ trusted partners in ever-changing times. For nearly 40 years, Kaufman Hall has provided independent, objective insights grounded in sound data and analysis to help clients fulfill their missions, achieve their goals, and tackle their toughest problems. Kaufman Hall provides world-class management consulting in Strategy & Business Transformation, Financial Planning & Data Analytics, Treasury & Capital Markets, Mergers & Acquisitions, Revenue & Operations Improvement, and Clinical Solutions. At Kaufman Hall, we believe that sustained success is never an accident. It is the result of sound decision making, based on data-driven analysis and disciplined thinking, and guided by the fundamental principles of corporate finance. The Position Kaufman, Hall & Associates, LLC is seeking a Sales Operations Senior Specialist to play a key role supporting Kaufman Hall's Consulting business and sales operations. This individual will serve as a key member of the Sales Operations team, helping support Consulting Sales Leaders with pipeline opportunity management, deal configuration, and related reporting and insights, thereby contributing to the overall efficiency and effectiveness of the sales process. Success in this role requires attention to detail, good judgement, problem-solving skills, CRM experience, and a commitment to delivering high-quality work. Candidates must possess excellent communication and customer service skills, the ability to manage competing priorities in a fast-paced environment, and a proven track record of building credibility and strong working relationships across functions. In addition, this individual will play an active role in identifying opportunities to improve processes, streamline workflows, and enhance operational efficiency through continuous improvement initiatives. The ideal candidate is a proactive, collaborative team player with experience in sales operations, pricing, professional services, or healthcare. As this is a newly created position, the role will continue to evolve alongside the needs of the business. The successful candidate will be adaptable, comfortable with change, and eager to help shape and expand the function over time. This is a full-time position based in Chicago, IL or Denver, CO. Key Responsibilities 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 Qualifications The ideal candidate will possess a background in sales operations – preferably in healthcare and/or professional services / consulting industries. In addition, the successful candidate will possess the following: 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