VP of Channel and Strategic Partnerships

OneScreen.ai

Chicago (IL)

On-site

USD 220,000 - 270,000

Full time

9 days ago

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Job summary

OneScreen.ai is seeking a senior leader to define and drive our retail media strategy, building a scalable partnerships organization and securing anchor relationships with major OOH inventory owners. The role partners with the CPO to shape the commercial model and prioritization, while maintaining neutrality for agencies.

You will lead recruitment for the VP of Retail Media and work closely with the CRO and executive team to translate strategy into measurable outcomes and revenue growth.

Qualifications

10+ years in media/ad-tech partnerships, agency relations, or retail media with direct P&L or quota accountability.
Executive-level commercial negotiation; pipeline forecasting and reporting discipline.
Experience in retail media networks, ad-tech, or programmatic environments.

Responsibilities

Define Onescreen’s retail media strategy in partnership with the Chief Product Officer and translate into actionable roadmap.
Build and run the commercial partnership organization across retail media, supply, and agency relationships, scaling to roughly 15 net-new FTE in 18 months.
Directly negotiate anchor retail media/in-store partner deals with major inventory owners at the executive level.
Protect Onescreen’s neutrality as a buying criterion for agencies against competitors.
Own pricing leverage and reporting, and communicate pipeline and risk to CRO and exec team monthly.

Skills

Executive-level negotiation

Forecasting & reporting

Partnerships development

Retail media / ad-tech knowledge

Job description

About the role

Onescreen’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 responsibilities

Responsibility areas

AREA

WHAT IT INVOLVES

TIME

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Partnership 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%

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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%

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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%

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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%

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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 measured

First 90 days

WHEN

WHAT

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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

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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

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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 OKRs

Indicative objectives for the first plan year. Final OKRs are agreed with the manager by [31 January] of the plan year.

OBJECTIVE

KEY RESULT

WEIGHT

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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%

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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%

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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%

Revenue quota contribution

COMPONENT

DETAIL

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Quota standard

$800,000 of in-year revenue per head

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Team quota at full headcount

$8,000,000 in-year revenue, once the 10-person partnership organization is fully built and ramped

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This role’s accountability

Holds the combined team quota; allocates it across the four direct-report functions and their teams based on deal type, pipeline, and ramp stage; reports attainment monthly alongside pipeline and commercial risk

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New-hire ramp

0% of quota in quarter 1, 50% in quarters 2-3, full $800K quota from quarter 4

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Revenue counted toward quota

Net-new and renewed commercial agreements across retail media, supply, and agency partnerships; measured as bookings, in-year recognized revenue

Skills and experience

CRITERION

REQUIREMENT

ESSENTIAL / DESIRABLE

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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 alignment

Onescreen 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 relationships

RELATIONSHIP

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)

Reward

COMPONENT

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 process

STAGE

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