Responsibilities

• P&L Ownership - Own the RM BU P&L end to end: revenue, gross profit, and OPEX targets. - Deliver Annual Targets while building pipeline for substantially larger targets as Catalina conversion scales. - Develop and manage the in-store revenue model by retailers ensuring a good value exchange and a portfolio of accounts with a positive contribution margin.
• Retailer Conversion - Convert Catalina's retailer relationships into In-Store RM platform contracts. Priority: retailers contributing to the ATD cross-retailer audience pool anchoring BuyerVision. - Own joint account plans with the Catalina Resolutions team for the top ten retailer pursuits, refreshed monthly. - Drive adoption of a innovative commercial model: flip the conversation from cost center to RM P&L contributor. - Leverage Catalina's 1,000-plus active CPG contracts as inbound demand flowing through retailer-owned RMNs, creating financial incentives for retailers to deepen data access.
• Go-to-Market - Lead a conversion-first GTM: warm relationships, not cold-start sales. The retailer trusts Catalina. The GM converts that trust into a platform contract. - Use the Walmart Connect LATAM deployment as the reference architecture for every retailer conversation. Negotiate reference calls for top-tier pursuits. - Sequence commercial commitments against confirmed platform readiness in coordination with Platform Group leadership (Marcos Escalante, Zubin Singh). - Position Infillion as the technology layer behind retailer-owned RMNs, not a competitor for CPG budgets. Enabler, not intermediary.
• Team Leadership - Lead all RM BU teams (approximately 15 people across sales, sales engineering, client success, product and tech, and marketing) and scale the organization as conversion accelerates. - Shape the product roadmap with CTO Marcos Escalante, balancing immediate Catalina conversion needs against longer-term platform investments. - Produce all Management Operating System (MOS) artifacts expected of a BU: Goals, team charter, P&L reporting, and budget management. - Represent the RM BU to the Infillion Management Team, which functions as the BU's board of directors.
• Ideal Candidate Profile - Required Experience - Proven P&L leadership in ad-tech, retail media, programmatic advertising, or enterprise SaaS. Minimum $25M revenue responsibility. - Direct experience building or selling into a retail media network, DSP platform, or enterprise ad-tech infrastructure serving retailers or publishers. - Track record of converting existing enterprise relationships. The GTM motion here is conversion, not acquisition. - Deep understanding of programmatic ecosystem mechanics: DSPs, SSPs, identity resolution, audience targeting, closed-loop measurement, and retail media economics. - Experience selling technology infrastructure through complex, multi-stakeholder enterprise cycles with C-suite retail buyers. - Demonstrated ability to lead cross-functional commercial teams in a resource-constrained, fast-moving environment.
• Leadership Attributes - Builder, not maintainer. The commercial infrastructure for this BU does not fully exist yet. This person builds it. - Urgency without recklessness. The Catalina transition has hard deadlines. The GM moves fast but sequences commitments against actual platform readiness. - Relationship-first closer. The primary GTM motion is converting warm relationships. This person is credible in a C-suite conversation with a major retail executive. - Operator and strategist in the same day. Equally comfortable presenting to the ILC as the BU's board and working through a detailed joint account plan the same afternoon. - Data-literate commercial leader. The moat is purchase data. This person understands how data assets translate to commercial differentiation, operationally, not just as a talking point.
• Why This Role - Amazon controls approximately 77% of retail media spend despite representing only 9% of US retail sales. Every other retailer is looking for an infrastructure partner that is not Amazon, not a media agency, and not a data vendor with a conflict of interest. Infillion is the only independent company with the in-store activation network, the DSP, the purchase data, and the identity graph under one roof.
• What We Offer: - Base salary of $250,000 - $400,000 plus annual bonus - 100% company-paid Medical, Dental, and Vision coverage - Company-paid Life Insurance and Disability Insurance - Unlimited paid time off - we trust your discretion - Opportunities for profit sharing, equity, and ownership - Cell phone reimbursement

Requirements

• Proven P&L leadership in ad-tech, retail media, programmatic advertising, or enterprise SaaS. Minimum $25M revenue responsibility.
• Direct experience building or selling into a retail media network, DSP platform, or enterprise ad-tech infrastructure serving retailers or publishers.
• Track record of converting existing enterprise relationships. The GTM motion here is conversion, not acquisition.
• Deep understanding of programmatic ecosystem mechanics: DSPs, SSPs, identity resolution, audience targeting, closed-loop measurement, and retail media economics.
• Experience selling technology infrastructure through complex, multi-stakeholder enterprise cycles with C-suite retail buyers.
• Demonstrated ability to lead cross-functional commercial teams in a resource-constrained, fast-moving environment.

Preferred

• Existing relationships with US retail media decision-makers: heads of media, RM GMs, or commerce leads at major grocery, drug, or mass retailers
• Experience with white-label platform businesses, selling technology that operates under the customer's brand
• Familiarity with Catalina Marketing, its retailer ecosystem, or the purchase-data measurement landscape
• Prior GM or BU-leader experience in a multi-BU structure where cross-BU coordination on shared platform and data assets was central to success
• Understanding of agentic AI and its application to media buying and campaign optimization
• Leadership Attributes: Builder, not maintainer; Urgency without recklessness; Relationship-first closer; Operator and strategist; Data-literate commercial leader

Benefits

• 100% company-paid Medical, Dental, and Vision coverage
• Company-paid Life Insurance and Disability Insurance
• Unlimited paid time off - we trust your discretion
• Cell phone reimbursement