Responsibilities

• 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.
• 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.
• 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).

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

Benefits

• Base salary: $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