Revenue - Travel

Scapia; Bengaluru; On-site; INR 900,000 - 1,300,000; Full time

Job summary

Scapia in Bengaluru seeks a high-ownership pricing and revenue management leader. You will own net take rate, drive pricing strategy, and coordinate with Product, Supply, Finance and other teams to optimize margins and growth.

You will benchmark pricing, spot opportunities, and launch new products or fee formats to maximize revenue while protecting margins. Strong analytics and cross-functional influence are essential.

Qualifications

• 6–8 years in category management, revenue or pricing roles in consumer internet, travel or fintech.
• MBA or B.Tech from top-tier institute (IIM, ISB, IIT, BITS or equivalent).
• High ownership and ability to push ideas across teams until they ship.
• Strong analytical skills with data-backed decision making using data platforms/ SQL/ Excel.
• User-first judgement with user experience at the centre of pricing decisions.
• Clear communication with senior leadership and external partners.

Responsibilities

• 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.

Skills

Analytical skills

Ownership mindset

Cross-functional collaboration

Education

MBA or B.Tech from a top-tier institute

Tools

SQL

Excel

Job description

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.