Note: The job is a remote job and is open to candidates in USA. Infillion is seeking a General Manager to lead its newly formed Retail Media Business Unit. The GM will build the commercial infrastructure for a unique retail media platform that activates the retailer's physical store as a programmatic media surface, while converting existing retailer relationships into profitable contracts.
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
Skills
- 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
- 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
- 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
Company Overview