Vice President, Business Development, Retail Media

Criteo; New York (NY); Hybrid; USD 210,000 - 270,000; Full time

Benefits offered by this job

Hybrid work model

Career development programs

Health benefits

Job summary

Criteo is seeking a VP, Business Development for Retail Media Americas to lead retailer growth and scale the new-business motion across the U.S. and Canada.

This role focuses on building a rigorous prospecting and pipeline process, engaging executives, and translating market opportunities into signed partnerships. The position emphasizes executive-level client engagement, strategic value creation, and cross-functional collaboration with Product, GTM, Operations, and Finance to drive measurable

Qualifications

• Proven senior commercial leader with deep success in new business development or enterprise sales within Retail Media, AdTech, Martech, commerce media, or closely adjacent sectors.
• Strong track record of building pipeline from the ground up and converting complex, consultative sales cycles into long-term commercial relationships.
• Experienced in selling to or partnering with senior retailer stakeholders, with the credibility to engage at the executive level and navigate multi-stakeholder decision environments.

Responsibilities

• Build and lead the Retail Media Americas business development strategy focused on creating qualified pipeline and winning new retailer partnerships across priority segments in the U.S. and Canada.
• Establish a rigorous operating model for prospecting, account prioritization, outreach, pipeline inspection, deal progression, and forecast discipline.
• Lead executive-level client and prospect engagement, including discovery, value articulation, business-case development, negotiation strategy, and complex deal orchestration.
• Develop compelling commercial narratives that translate Criteo’s Retail Media capabilities into clear retailer value, including revenue growth, media monetization, platform leverage, and long-term strategic advantage.

Skills

Senior commercial leadership

New business development

Enterprise sales

Executive engagement

Job description

What You’ll Do:

Criteo’s Retail Media business powers a highly efficient and measurable commerce media ecosystem for many of the world’s leading retailers and brands. In the Americas, Retail Media spans both retailer supply and brand demand across the U.S. and Canada and operates in close partnership with globally centralized Product, R&D, GTM, Agency, Operations, Finance and Strategy teams.

We are hiring a VP, Business Development, Retail Media Americas to lead our next phase of retailer growth. This is a highly sales-focused leadership role for a builder: someone who brings rigor to lead generation, value creation, executive engagement, and pipeline management, and who can translate market opportunity into closed retailer partnerships.

This leader will own and scale the Americas new-business motion for retailer acquisition while also helping raise the commercial performance of the broader retailer-facing team. Success in this role requires a dynamic leader who can coach teams toward stronger value creation, strategic upsell, and measurable growth outcomes.

What you will do

• Build and lead the Retail Media Americas business development strategy focused on creating qualified pipeline and winning new retailer partnerships across priority segments in the U.S. and Canada.
• Establish a rigorous operating model for prospecting, account prioritization, outreach, pipeline inspection, deal progression, and forecast discipline.
• Identify, size, and pursue high-value growth opportunities across retailers, commerce platforms, mediation opportunities, and adjacent partnership models.
• Lead executive-level client and prospect engagement, including discovery, value articulation, business-case development, negotiation strategy, and complex deal orchestration.
• Develop compelling commercial narratives that translate Criteo’s Retail Media capabilities into clear retailer value, including revenue growth, media monetization, platform leverage, and long-term strategic advantage.
• Partner closely with Product, GTM, and Operations to shape winning proposals and ensure regional market needs are represented in roadmap and go-to-market decisions.
• In partnership with Finance, create repeatable mechanisms for tracking funnel health, conversion, stage velocity, win/loss insights, and source-level pipeline effectiveness.
• Improve the commercial effectiveness of the existing retailer-facing leadership and manager population by coaching more proactive selling behaviors, stronger value creation, and disciplined upsell motions.
• Help shift team behavior from reactive account management toward growth leadership, including opportunity identification, executive relationship mapping, commercial planning, and expansion strategy.
• Represent Criteo externally with senior retailers, partners, and industry stakeholders, and serve as a visible leader in the Retail Media market.

What success looks like

• Stronger top-of-funnel generation and materially healthier retailer pipeline coverage.
• Higher quality executive conversations with prospects grounded in strategic value creation rather than feature-led selling.
• Improved conversion from target account to active opportunity to closed partnership.
• Forecast accuracy, pipeline hygiene, and prioritization of high-value pursuits.
• Measurable uplift in how retail managers and related leaders identify growth opportunities, create commercial value, and drive upsell.
• New retailer wins that expand Criteo’s Retail Media footprint and create durable long-term revenue opportunities in the Americas.

Who You Are:

• Proven senior commercial leader with deep success in new business development or enterprise sales within Retail Media, AdTech, Martech, commerce media, or closely adjacent sectors.
• Strong track record of building pipeline from the ground up and converting complex, consultative sales cycles into long-term commercial relationships.
• Experienced in selling to or partnering with senior retailer stakeholders, with the credibility to engage at the executive level and navigate multi-stakeholder decision environments.
• Highly rigorous operator with clear discipline around prospecting, funnel management, inspection cadence, forecasting, and performance management.
• Able to create commercial value from ambiguity by diagnosing client needs, shaping strategic narratives, and building business cases tied to measurable outcomes.
• Strong people leader who can coach managers and commercial teams to move beyond servicing and toward growth, influence, and expansion.
• Comfortable operating in a matrixed environment with centralized global functions and translating cross-functional complexity into market-facing execution.
• Commercially sharp, analytically strong, and comfortable using data to prioritize accounts, guide decisions, and improve conversion.
• Experienced in high-growth or transformation environments where building, changing, and scaling the go-to-market model are all required.
• Excellent communicator with executive presence, strong judgment, and the ability to balance near-term revenue opportunities with long-term platform value.

Preferred experience

• Experience in Retail Media, commerce media networks, retailer monetization, marketplace growth, or related platform businesses.
• Experience working across both the U.S. and Canadian markets.
• Experience leading leaders, not just individual contributors.

We acknowledge that many candidates may not meet every single role requirement listed above. If your experience looks a little different from our requirements but you believe that you can still bring value to the role, we’d love to see your application!

Who We Are:

We’re Criteo, the Commerce Intelligence Platform. Criteo helps businesses turn shopper signals into commerce outcomes while delivering more relevant experiences for shoppers. We use proprietary commerce intelligence and AI decisioning to drive relevance for shoppers and performance for businesses.

At Criteo, our culture is as unique as it is diverse. From our offices across the globe or from the comfort of home, our 3,600 Criteos collaborate together to build an open, impactful, and forward-thinking environment.

We foster a workplace where everyone is valued, and employment decisions are based solely on skills, qualifications, and business needs—never on non-job-related factors or legally protected characteristics.

What We Offer:

Ways of working – Our hybrid model blends home with in-office experiences, making space for both.

Grow with us – Learning, mentorship & career development programs.

Your wellbeing matters – Health benefits, wellness perks & mental health support.

A team that cares – Diverse, inclusive, and globally connected.

Fair pay & perks – Attractive salary, with performance-based rewards and family-friendly policies, plus the potential for equity depending on role and level.

Additional benefits may vary depending on the country where you work and the nature of your employment with Criteo.

For employees based in the US, certain roles at Criteo are eligible for additional rewards, including quarterly or annual bonus and restricted stock units. US-based employees receive access to healthcare, dental, and vision insurance, a 401(k) plan with company match, short-term and long-term disability coverage, life insurance, family forming and wellness benefits, Flexible Work financial support, learning opportunities, and a robust annual leave plan including volunteer time off and summer vacation days.

The US base salary pay range for this position per year is:

$210,000 - $270,000