About the roleOnescreen's growth depends on three categories of commercial relationship beyond direct advertisers: retail media networks and in-store networks, the major out-of-home supply and inventory owners (Outfront, Lamar, Clear Channel, JCDecaux), and the agencies who route volume through the platform. This is a permanent, P&L-adjacent GM role, accountable for building and running the partnership organization, for defining where Onescreen's retail media business goes next, and for securing the pricing leverage, neutrality trust, and inventory access the business depends on for sustained growth. On retail media specifically, this role owns strategy - which markets, which partners, and which commercial model to pursue, and why - working in close partnership with the Chief Product Officer, whose organization owns the roadmap, build, and execution.
The role is designed to:
- Define Onescreen's retail media strategy in partnership with the Chief Product Officer - the markets and partner types to prioritize, the commercial model, and the "what must be true" conditions for success - while Product owns translating that strategy into the roadmap and the build
- Build and run the commercial partnership organization across retail media, supply, and agency relationships, scaling to roughly 15 net-new FTE across the first 18 months
- Secure and maintain the anchor relationships - retail media/in-store design partners and major OOH inventory owners - that the business's unit economics depend on
- Protect Onescreen's neutrality as a real, defensible buying criterion for agencies against competitors such as Vistar, Place Exchange, and AdQuick
Key responsibilitiesResponsibility areasAREAWHAT IT INVOLVESTIMEPartnership strategy & targets
Set quarterly partnership strategy across retail media, supply, and agency relationships; define the commercial conditions each category depends on - RMNs sharing POS/loyalty data for incrementality reporting, neutrality as a real buying criterion for agencies - and translate into an executable plan
25%
Anchor deal ownership
Directly negotiate anchor retail media/in-store partner deals and major inventory-owner availability agreements (Clear Channel, Outfront, Lamar, JCDecaux) at the executive level; step in wherever a deal needs VP-level air cover
20%
Team build & leadership
Hire, manage, and develop the Agency Partnerships Lead, Vendor Relations Lead, and Partner Success Manager; recruit the VP of Retail Media
20%
Retail media strategy
Define Onescreen's retail media strategy - market and partner prioritization, commercial model, success criteria - in close, ongoing partnership with the Chief Product Officer; translate strategy into clear commercial requirements and partner commitments for Product to build against. Owns the "why" and "what"; does not own the "how" and the "when" (the roadmap), build, or execution, which sit with Product
25%
Pricing leverage & reporting
Own the aggregated-volume pricing story with inventory vendors alongside the Vendor Relations Lead; report partnership pipeline, win rate, and commercial risk to the CRO and exec team monthly; represent Onescreen in partner-facing conversations
10%
How success is measuredFirst 90 daysWHEN
WHAT
By day 30
Complete a listening tour across existing retail media, in-store, and inventory-owner relationships; assess current partnership pipeline and commercial risk; open the VP of Retail Media search
By day 60
Anchor retail media/in-store partner LOI signed or near-signed; availability conversations with major inventory owners (Clear Channel, Outfront, Lamar, JCDecaux) underway at the executive level; hiring underway for all four direct-report roles
By day 90
First anchor retail media partner plus specialist-agency pilot landed; first monthly partnership pipeline and risk report delivered to CRO and exec team
First-year OKRsIndicative objectives for the first plan year. Final OKRs are agreed with the manager by [31 January] of the plan year.
OBJECTIVE
KEY RESULT
WEIGHT
Retail media partnerships proven
Land 2-3 anchor retail media/in-store partners plus one specialist-agency pilot, with proven footfall or sales lift within two quarters
40%
Supply and pricing foundation established
Secure live availability feeds from enough major inventory owners (Clear Channel, Outfront, Lamar, JCDecaux) that self-serve actually works; achieve pricing above the flat platform fee via intelligence add-ons
35%
Partnership org built, neutrality protected
Scale the team toward the 10 net-new FTE plan with all four direct-report roles filled and performing; zero owner-conflict incidents that undermine the neutrality pitch to agencies
25%
Skills and experienceCRITERION
REQUIREMENT
ESSENTIAL / DESIRABLE
Experience
10+ years in media/ad-tech partnerships, agency relations, or retail media, with direct P&L or quota accountability
Essential
Technical skills
Executive-level commercial negotiation; pipeline forecasting and reporting discipline
Essential
Industry knowledge
Out-of-home media, retail media networks, ad tech / programmatic
Desirable (one or more is strongly preferred)
Direct relationships
Direct relationships with mid-tier agencies (Goodway, dentsu), agency holdcos (WPP, Publicis, Omnicom, IPG), OOH inventory owners (Lamar, Outfront, Clear Channel, JCDecaux) and retail media networks (Albertsons, Ahold etc)
Desirable (one or more is strongly preferred)
Behaviours
Track record scaling a multi-role team through fast scale-up (this team roughly doubles in 18 months); equally comfortable at the strategic (board/leadership-facing) and tactical (in the room on a deal) level
Essential
Value alignmentOnescreen hires and develops people with a builder's mindset: curiosity about how things actually work, a habit of pulling the thread past the first explanation to the structural cause, systems thinking that asks "what's the most efficient way to do this" before "how do I do this," and a discomfort with the status quo that shows up as extending the system instead of routing around it. We're services-led today, by design, but our enterprise value depends on proving a scalable platform model - which means every workaround, stale export, or side-doc this role creates or notices is a signal worth surfacing, not a convenience worth keeping quiet. This role is evaluated on the builder's mindset as directly as it's evaluated on its core responsibilities.
What this looks like in the role:
- Treats each partnership category's "what must be true" conditions as hypotheses to pull the thread on, not slogans to repeat - surfaces the real blocker when a condition isn't holding rather than reporting optimistic status upward.
- When a partner relationship or deal process breaks down, asks why it broke down structurally (pricing model, team design, a missing handoff) instead of just closing the one deal in front of them.
- Partners with the CPO on retail media strategy as someone building the system, not working around it - brings commercial requirements to Product rather than improvising a side process when something's missing.
- Rewards direct reports who flag a recurring objection or structural gap over ones who just close what's in front of them, and expects the same discipline from the team being built.
Reporting lines and relationshipsRELATIONSHIP
WHO
Reports to
Chief Revenue Officer
Direct reports
4 - Agency Partnerships Lead, Vendor Relations Lead, Partner Success Manager, Director of Retail Media
Key internal partners
CRO and exec team; product leads; Finance (deal structuring); Legal (partner agreements)
Key external partners
Mid-tier agencies (Goodway, dentsu, Havas, Harvest), agency holdcos (WPP, Publicis, Omnicom, IPG), OOH inventory owners (Lamar, Outfront, Clear Channel, JCDecaux) and retail media networks (Albertsons, Ahold etc)
RewardCOMPONENT
DETAIL
Base salary range
$220,000 - $270,000
Variable pay plan
Corporate Variable Bonus
Variable target
Target 30% of base salary
Total OTE
$286,000 - $351,000
Equity
Eligible
Benefits
Health
A team member may not participate in both the Corporate Variable Bonus and a Sales Incentive Plan for the same period. Variable pay is governed by the relevant plan policy and confirmed in a written award letter.
Hiring processSTAGE
WHAT
OWNER
Screening call
30-minute introductory call
People team
Raise the Bar interview
Panel interview
Raise the Bar team
Hiring manager interview
Experience and role fit
CRO
Case study / presentation
Draft partnership strategy or deal approach for one of the named anchor relationships
CTO, CRO, CPO
Final interview
Strategic fit, leadership-facing readiness
COS or CEO
Offer
References checked and offer issued
People team
