GM, Retail Media

Job Description

Job Description

The Opportunity

Infillion is seeking a General Manager to lead its newly formed Retail Media Business Unit (RM BU). The GM we hire 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 Mandate

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: Converting existing Catalina retailer relationships into In-Store RM platform generating positive margin contribution by balancing, the cost of services, subscription, lease or platform fees for infillion assets, revenue share from ad sales and data as well as direct sales of all all three RM media channels (in-Store, digital on-Site, Off-site media).
• In-Store RM go-to-market: Leading the commercial motion for the three-surface stack. Using Walmart Connect LATAM as the reference architecture for every retailer conversation.
• Platform sequencing: Coordinating commercial commitments against confirmed platform readiness with the Platform Group (Product and Engineering).

About Infillion

Infillion is a composable advertising technology company built through eleven strategic acquisitions including MediaMath (DSP execution), Catalina Marketing (purchase data and in-store activation), TrueX (engagement creative), Gimbal (location intelligence), and Drawbridge (identity resolution). The Catalina acquisition, closed February 2026, added 440M+ loyalty card records, 11 billion annual shopping trips, 91 million US households, and 1,000+ active CPG contracts built over four decades. Together: 413 million shopper cards, 12.6 billion processed US Consumer IDs, and deterministic cross-retailer purchase behavior as the core data signal. 

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.

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.

The person in this seat inherits 28 retailer relationships, 184,000 activated in-store printers, and a commercial model that aligns the retailer's economics with Infillion's. The conversion window is finite. The moat, once built, is durable. This role determines whether Infillion becomes the infrastructure layer for non-Amazon retail media.

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

We are committed to an inclusive and diverse work environment. Infillion is an equal opportunity employer. We do not discriminate based on race, color, ethnicity, ancestry, national origin, religion, sex, gender, gender identity, gender expression, sexual orientation, age, disability, veteran status, genetic information, marital status or any legally protected status.