GM, Retail Media

Infillion•Los Angeles, IL

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, activating the retailer's physical store (the lane, the checkout, the printer at the register) as a third programmatic media surface. This is enabled by the acquisition of Catalina Marketing, which provides Infillion with 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. MediaMath, the selected demand execution layer, will run purchase-optimized bidding, closed-loop measurement, and unified omnichannel orchestration. The RM BU's charter is to convert Catalina's retailer relationships into In-Store RM platform contracts. It is responsible for 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 BU is accountable for retailer conversion, generating positive margin contribution by balancing costs and revenue streams from ad sales and data. The go-to-market strategy focuses on leveraging existing retailer trust and using Walmart Connect LATAM as a reference architecture. Coordination with the Platform Group (Product and Engineering) is crucial for platform readiness.

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.
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.
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.
Drive adoption of an 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.
Lead a conversion-first GTM: warm relationships, not cold-start sales.
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.
Position Infillion as the technology layer behind retailer-owned RMNs, not a competitor for CPG budgets.
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.