frog - Senior Manager, Sales & CRM Transformation

At Capgemini Invent, we believe difference drives change. As inventive transformation consultants, we blend our strategic, creative and scientific capabilities, collaborating closely with clients to deliver cutting-edge solutions. Join us to drive transformation tailored to our client's challenges of today and tomorrow. Informed and validated by science and data. Superpowered by creativity and design. All underpinned by technology created with purpose.

About the Job You're Considering

As AI reshapes how organizations operate, compete, and create value, we are evolving our consulting model to be AI-enabled by design, augmenting human judgment with analytics, automation, and generative AI. Our teams are looking for consultants who are not only strong problem solvers, but who are excited to work differently in an AI-first world: curious, adaptable, and ready to help clients reimagine how work gets done.

frog is the reinvention and experience partner for the eco-digital era and the customer experience and design practice of Capgemini Invent. For six decades, frog has worked at the forefront of design and transformation. Today, our global network brings together designers, technologists, data scientists, and consultants to create and deliver differentiated experiences at scale.

Within frog's Customer Transformation practice, we help clients reinvent how they engage customers, enable sellers, and drive profitable growth. We combine sales and CRM transformation, experience design, data, technology, and AI to create operating models and platforms that increase seller productivity, improve customer outcomes, and reduce cost to serve.

Your Role

As a Senior Manager, Sales & CRM Transformation, you will lead complex client engagements focused on transforming how organizations sell, serve customers, and manage revenue. You will advise clients on CRM strategy, sales operating models, agentic AI, seller productivity, and lead-to-cash transformation across Salesforce, Microsoft Dynamics 365, and adjacent sales technologies.

You will work closely with practice leadership to shape pursuits and differentiated solutions, while maintaining accountability through delivery, production, adoption, and value realization. You will engage business and technology stakeholders at multiple levels, moving comfortably between executive discussions, seller journey workshops, operating model design, and architecture decisions. Your primary expertise will be CRM and sales transformation, complemented by a strong grounding in experience and service design.

Key responsibilities include:

• Lead enterprise CRM and sales transformation engagements across Salesforce and Microsoft Dynamics 365, from current-state assessment and strategy through implementation, production, adoption, and value realization.
• Design future-state sales operating models, seller journeys, and transformation roadmaps that reduce seller friction, simplify touchpoints, improve customer engagement, and increase revenue per employee.
• Shape AI-enabled sales strategies involving agentic AI, agent assist, next best action, Customer 360, proactive insights, and cross-sell and up-sell orchestration, with appropriate governance and human oversight.
• Bring design thinking, journey mapping and service blueprinting to the work, so solutions are adopted rather than tolerated
• Co-lead business development, including client discovery, proposals, RFP responses, solution design, estimation, executive presentations, and follow-on opportunities, while defining scope and safeguarding delivery margin.
• Direct multidisciplinary teams across design, solution architecture, engineering, data, change management, and business transformation, while contributing to the practice through points of view, reusable assets, alliance relationships with Salesforce and Microsoft, and team development.

Your Skills + Experience

You bring strong AI literacy, including core AI and generative AI concepts, and understand how these capabilities apply to enterprise transformation.

The technical depth this role requires

You should be able to hold this conversation without slides.

• Architecture as a system: how CRM, CPQ, CLM, field service, ERP and billing, margin tracking and analytics connect across lead-to-cash, and what an agentic AI layer touches
• Salesforce and Dynamics 365: Sales, Service, Revenue and Data Cloud alongside Dynamics 365 Sales, Customer Service and Field Service, and how to advise a client that runs both
• Quote-to-cash and offer management: pricing logic, guided selling, approvals, offer and bundle management, and the ROI case for CPQ
• Agentic AI and seller productivity: agent assist, voice memo to opportunity, proactive insights and next best action, grounded in Customer 360 data and governed with human handoff
• Quota and compensation: quota and territory planning, incentive compensation and seller-facing quota views
• The economics that fund it: cost to serve, cost to sell, revenue per employee, win rate, deal margin and attach rate, in a business case that survives finance

A successful candidate would possess these skills:

• The confidence to be the technical authority in the room, and to move between a Chief Revenue Officer, a frontline seller and a solution architect in the same day
• A genuine design sensibility, with experience facilitating workshops and turning insight into solution requirements
• Storytelling and executive communication, in workshops, orals and steering committees
• A track record of holding delivery accountability after the sale rather than handing off at signature

Required Experience:

• Seven or more years for the Senior Manager level, in CRM and sales transformation, sales or revenue operations, enterprise technology transformation, or management consulting.
• Demonstrated experience leading enterprise Salesforce or Microsoft Dynamics 365 programs through production and adoption, with knowledge of sales, service, field service, CPQ, quote-to-cash, Customer 360, pricing, offer management, and related commercial processes.
• Practical understanding of agentic and generative AI applications in sales, including agent assist, proactive insights, next best action, seller productivity, and human-in-the-loop governance; experience with Salesforce Agentforce and Data Cloud or Microsoft Copilot, Copilot Studio, and Azure AI Foundry is preferred.
• At least five years of experience leading teams or major workstreams, along with demonstrated business development contributions through proposals, solution shaping, estimation, executive presentations, and client relationship development.
• Experience applying design thinking, journey mapping, or service design within technology-enabled transformation; a bachelor's degree or equivalent work experience and the ability to travel up to 30% are required. Relevant Salesforce or Microsoft certifications, experience with adjacent platforms such as Xactly, Varicent, Spiff, Clari, Gong, Conga, PROS, or Anaplan, and an MBA or related advanced degree are preferred.

The base compensation range for this role in the posted location is: $165,000 to $220,000

Capgemini provides compensation range information in accordance with applicable national, state, provincial, and local pay transparency laws. The base compensation range listed for this position reflects the minimum and maximum target compensation Capgemini, in good faith, believes it may pay for the role at the time of this posting. This range may be subject to change as permitted by law.

The actual compensation offered to any candidate may fall outside of the posted range and will be determined based on multiple factors legally permitted in the applicable jurisdiction.

These may include, but are not limited to: Geographic location, Education and qualifications, Certifications and licenses, Relevant experience and skills, Seniority and performance, Market and business consideration, Internal pay equity.

It is not typical for candidates to be hired at or near the top of the posted compensation range.

In addition to base salary, this role may be eligible for additional compensation such as variable incentives, bonuses, or commissions, depending on the position and applicable laws.

Capgemini offers a comprehensive, non-negotiable benefits package to all regular, full-time employees. In the U.S. and Canada, available benefits are determined by local policy and eligibility and may include:

• Paid time off based on employee grade (A-F), defined by policy: Vacation: 12-25 days, depending on grade, Company paid holidays, Personal Days, Sick Leave
• Medical, dental, and vision coverage (or provincial healthcare coordination in Canada)
• Retirement savings plans (e.g., 401(k) in the U.S., RRSP in Canada)
• Life and disability insurance
• Employee assistance programs
• Other benefits as provided by local policy and eligibility

Important Notice: Compensation (including bonuses, commissions, or other forms of incentive pay) is not considered earned, vested, or payable until it becomes due under the terms of applicable plans or agreements and is subject to Capgemini's discretion, consistent with applicable laws. The Company reserves the right to amend or withdraw compensation programs at any time, within the limits of applicable legislation.

Disclaimers

Capgemini is an Equal Opportunity Employer encouraging inclusion in the workplace. Capgemini also participates in the Partnership Accreditation in Indigenous Relations (PAIR) program which supports meaningful engagement with Indigenous communities across Canada by promoting fairness, accessibility, inclusion and respect. We value the rich cultural heritage and contributions of Indigenous Peoples and actively work to create a welcoming and respectful environment. All qualified applicants will receive consideration for employment without regard to race, national origin, gender identity/expression, age, religion, disability, sexual orientation, genetics, veteran status, marital status or any other characteristic protected by law.

This is a general description of the Duties, Responsibilities and Qualifications required for this position. Physical, mental, sensory or environmental demands may be referenced in an attempt to communicate the manner in which this position traditionally is performed. Whenever necessary to provide individuals with disabilities an equal employment opportunity, Capgemini will consider reasonable accommodations that might involve varying job requirements and/or changing the way this job is performed, provided that such accommodation does not pose an undue hardship. Capgemini is committed to providing reasonable accommodation during our recruitment process. If you need assistance or accommodation, please reach out to your recruiting contact.

Please be aware that Capgemini may capture your image (video or screenshot) during the interview process and that image may be used for verification, including during the hiring and onboarding process.

Click the following link for more information on your rights as an Applicant in the United States. http://www.capgemini.com/resources/equal-employment-opportunity-is-the-law

Capgemini is a global business and technology transformation partner, helping organizations to accelerate their dual transition to a digital and sustainable world, while creating tangible impact for enterprises and society. It is a responsible and diverse group of 340,000 team members in more than 50 countries. With its strong over 55-year heritage, Capgemini is trusted by its clients to unlock the value of technology to address the entire breadth of their business needs. It delivers end-to-end services and solutions leveraging strengths from strategy and design to engineering, all fueled by its market leading capabilities in AI, generative AI, cloud and data, combined with its deep industry expertise and partner ecosystem.