VP of Strategic Partnerships

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 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% 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 measured First 90 days WHEN 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 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 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% Revenue quota contribution COMPONENT DETAIL Quota standard $800,000 of in-year revenue per head Team quota at full headcount $8,000,000 in-year revenue, once the 10-person partnership organization is fully built and ramped 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 New-hire ramp 0% of quota in quarter 1, 50% in quarters 2-3, full $800K quota from quarter 4 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 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 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

Mission We give growing brands the confidence , defensibility , and predictability to buy and execute real world advertising like the strategic channel it is. Vision Be the strategic partner who has built the intelligence layer for brands to confidently extend their omnichannel campaigns into the real world. Values - how we work We obsess over the customer's real problem Chase, say, do Move with urgency and intention Build with transparency Become the standard Bring the juice