Revenue - Travel

About the role

Own how much Scapia earns on every travel booking, and grow it. This is one of the

most important levers in the travel business and a critical, high-ownership role. The role

has two halves: growing gross take rate (add-ons, supply–demand matching, new

products and fees), and setting and running pricing and discount strategy so we stay

competitive without giving away growth or margin.

This role will work closely with Product, Supply, Finance and other category members.

What you will own

● Net take rate across cohorts, routes and segments. Run the weekly and monthly

rhythm around it with cross-functional teams, across strategy, launches, margin

and attach rates.

● Benchmarking: keep a clear, current view of where we stand on price and on

earnings after coupons and fees, against competitors and across partners. Turn

that view into actions.

● Problem finding and solving: spot leaks and missed opportunities early, by

cohort, route or search segment. Size each one, pick the fix, and drive it to

launch with the relevant teams.

● Revenue: a) own attach rates and earnings from add-ons and VAS ; b) match

supply to demand and work with Supply on better commercial terms, so the right

partner,and terms reach the right demand; c) launch new products and fee

formats for extended revenue.

● Pricing and discounting: a) set where and how much we discount, by cohort,

segment and competitor position; b) run it day to day, test changes, and make

sure every rupee of discount earns its return; c) balance growth and margin with

the Category leads.

● Targets and strategy: plan and deliver the monthly targets. Build the short and

medium term plan: which levers to pull, in what order, and the expected impact.

Partner with Finance on goals and tracking.

What we're looking for

● 6–8 years in category management, revenue or yield management, pricing,

strategy or consulting, ideally at a consumer internet, travel or fintech company.

● An MBA or B.Tech from a top-tier institute (IIM, ISB, IIT, BITS or equivalent).

● High ownership. You are comfortable with ambiguity, and you push ideas across

teams until they ship.

● Strong analytical skills. You can size an opportunity from scratch, are

comfortable in data platforms/ SQL/ Excel, and make data-backed decisions.

● User-first judgement: you keep the user experience at the centre of any product,

fee or pricing decision.

● Clear communication with senior leadership and external partners.

Good to have

● Experience in B2C business, revenue management, or selling add-on and

insurance products.

● Pricing or discounting experience in a competitive marketplace.