GM, Retail Media

Infillion•Los Angeles, CA

2d•$250,000 - $400,000

About The Position

Infillion is seeking a General Manager to lead its newly formed Retail Media Business Unit (RM BU). The GM will build the commercial infrastructure for a business that will be in a category of one. While onsite and offsite media support are table stakes offerings, Infillion's Retail Media platform is the only one that activates the retailer's physical store (the lane, the checkout, the printer at the register) as a third programmatic media surface. The foundation is extraordinary, through the acquisition of Catalina Marketing, Infillion owns 184,000 in-lane printers across 29,000 US stores, 413 million shopper cards, 12.6 billion processed US Consumer IDs, and forty years of retailer trust no competitor can replicate. MediaMath, the demand execution layer selected by Walmart Connect for its businesses in Mexico, Central America, and Chile, is the single platform running purchase-optimized bidding, closed-loop measurement, and unified omnichannel orchestration across every retailer we power. The RM BU’s Charter is to convert Catalina's retailer relationships into In-Store RM platform contracts. It is responsible for standing up and selling the industry's first in-store programmatic media solution, a three-surface offering (in-store, onsite, offsite) delivered as a white-labeled platform under the retailer's own brand. The RM BU is the single point of accountability for Retailer conversion, In-Store RM go-to-market, and Platform sequencing.

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.

Nice To Haves

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.

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).
Position Infillion as the technology layer behind retailer-owned RMNs, not a competitor for CPG budgets. Enabler, not intermediary.
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.