GM, Retail Media

The In-Store RM Offering

Three Surfaces, One Platform

In-Store: The physical store as a programmatic media surface. 184,000 in-lane printers across 29,000 US stores. Lane, checkout, DOOH, audio, and proximity, activated at the moment of decision. Integrating in-store purchase data into ROAS produces 80-plus percent improvement over e-commerce-only attribution. No competitor matches this at scale.
Onsite: The retailer's owned digital storefront. Sponsored display, product placements, closed-loop attribution to the basket. Live for Walmart Connect since 2024.
Offsite: The retailer's first-party data on the open web. CTV, OLV, social, programmatic display, DOOH, and audio. Table stakes, differentiated by the in-store signal and purchase data layer we bring.

Four-Component RM Stack

Unified omnichannel orchestration: white-labeled, all three surfaces, the retailer's own branded platform.
Purchase-optimized bidding engine: custom AI bidding trained on the retailer's own purchase data. Proprietary. No competitor can replicate it.
Four-layer audience and identity architecture: retailer first-party data, Catalina purchase intelligence, Infillion XGraph deterministic identity resolution, and supplemental audiences.
Closed-loop measurement: SKU-level incrementality, unified online and offline reporting, in-store attribution.

Key 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.

Strongly 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. 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.