Senior Manager - Digital

IndiGo (InterGlobe Aviation Ltd); Gurugram District; On-site; INR 3,500,000 - 6,000,000; Full time

Job summary

IndiGo, part of InterGlobe Aviation Ltd, is seeking a Senior Manager - Category Growth & Marketplace to own growth across strategic travel categories. You will drive activation, bookings, revenue, and margin by leveraging customer insights, merchandising, and partnerships.

The role requires collaborating with product, engineering, data science, and CRM teams to optimize funnels, run experiments, and influence roadmaps that unlock scalable growth.

Qualifications

• 7–10 years of experience in Category Management & Growth in E-commerce, OTA, Travel-Tech, Consumer Internet, or Digital Commerce.
• Proven track record of owning business metrics and driving category growth at scale.
• Strong understanding of digital product ecosystems and customer journey optimization.
• Experience working with Business Development, Marketing, Product, Design, Engineering, and Data Science teams.
• Familiarity with APIs, integrations, platform architecture, and marketplace technology models.
• Experience using analytics and experimentation tools to drive decision-making.

Responsibilities

• Category Growth & Business Ownership across strategic travel categories.
• Own category growth metrics including Activation Rate, Bookings, Revenue, Margin, Contribution and Customer Retention.
• Drive category performance through insights, merchandising, pricing strategies, promotions, and partnerships.
• Build business cases for new growth opportunities including new customer segments and cross-sell opportunities.
• Partner with supply, finance, marketing, CRM, loyalty and operations to maximize profitability.
• Conversion Optimization & Customer Growth through search, landing pages, and booking flows.
• Lead experimentation programs including A/B testing and funnel optimization.
• Influence product roadmaps and platform enablement to support growth.
• Monitor marketplace competitiveness and pricing health.
• Present performance and strategic recommendations to senior leadership.

Skills

Category management

Growth strategy

Data analysis

Cross-functional leadership

Digital marketing

A/B testing

Analytics tools

Education

MBA or Bachelor's degree

Tools

Google Analytics

Adobe Analytics

Amplitude

Mixpanel

MoEngage

Job description

About The Role

IndiGo is building one of India's largest travel commerce ecosystems, leveraging its extensive customer base to create meaningful travel experiences beyond flights. We are looking for a high-impact Senior Manager - Category Growth & Marketplace to own the growth, customer activation, and commercial success of strategic travel categories.

About The Role

IndiGo is building one of India's largest travel commerce ecosystems, leveraging its extensive customer base to create meaningful travel experiences beyond flights. We are looking for a high-impact Senior Manager - Category Growth & Marketplace to own the growth, customer activation, and commercial success of strategic travel categories. This role sits at the intersection of business growth, category management, customer experience, and product innovation. The ideal candidate combines a strong commercial mindset with deep understanding of digital funnels, customer behavior, and marketplace dynamics. While the primary responsibility is category growth, the role requires sufficient product and technology acumen to influence platform capabilities, integrations, APIs, and customer journeys that drive conversion and revenue outcomes. You will be responsible for growing category adoption, improving customer engagement, optimizing conversion funnels, enhancing partner performance, and influencing product roadmaps that unlock business growth.

Key Responsibilities

• Category Growth & Business Ownership
• Own category growth metrics including Activation Rate, Bookings, Revenue, Margin, Contribution and Customer Retention.
• Drive category performance through customer insights, merchandising, pricing strategies, promotions, and partnership-led growth initiatives.
• Build business cases for new growth opportunities including new customer segments, ancillary offerings, and cross-sell opportunities.
• Partner with supply, finance, marketing, CRM, loyalty and operations teams to maximize category performance and profitability.
• Conversion Optimization & Customer Growth
• Drive continuous optimization and personalization of search, merchandising, recommendation engines, landing pages, and booking flows.
• Lead experimentation programs including A/B testing and funnel optimization initiatives to improve conversion and customer engagement.
• Partner with CRM and Loyalty teams to increase repeat usage, customer retention, and lifetime value.
• Identify and eliminate customer friction points impacting activation and conversion.
• Marketplace Competitiveness
• Drive discussions around pricing, promotions, exclusives, and performance improvement initiatives with business development team.
• Monitor marketplace competitiveness, inventory quality, pricing health, and customer experience benchmarks.
• Establish performance tracking mechanisms and business reviews with key stakeholders.
• Identify opportunities to expand assortment, improve supply coverage, and strengthen category economics.
• Product, Technology & Platform Enablement
• Collaborate with Product and Engineering teams to define capabilities required for category growth.
• Influence product roadmaps by identifying customer pain points, conversion barriers, and business opportunities.
• Translate business requirements into scalable product solutions and measurable growth outcomes.
• Analytics & Performance Management
• Establish KPI frameworks and performance dashboards to measure category success.
• Leverage analytics tools and customer data to identify trends, opportunities, and growth levers.
• Own forecasting, target setting, and growth planning for the category.
• Present business performance, insights, and strategic recommendations to senior leadership.

What We Are Looking For

• 7-10 years of experience in Category Management & Growth, in E-commerce, OTA, Travel-Tech, Consumer Internet, or Digital Commerce businesses.
• Proven track record of owning business metrics and driving category growth at scale.
• Strong understanding of digital product ecosystems and customer journey optimization.
• Ability to work effectively with Business Development, Marketing, Product, Design, Engineering, and Data Science teams.
• Familiarity with APIs, integrations, platform architecture, and marketplace technology models.
• Experience using analytics and experimentation tools to drive decision-making.
• Strong analytical and problem-solving capabilities.
• Experience working with BI tools, Google Analytics, Adobe Analytics, Adobe Target, Amplitude, Mixpanel, MoEngage, or similar platforms.
• Comfortable operating in ambiguity and building new businesses or growth initiatives from the ground up.

Preferred Qualifications

• Experience in Hotels, Travel, OTAs, Marketplaces or Consumer Internet businesses.
• Prior experience driving cross-sell, bundling or attachment-rate optimization initiatives.
• Exposure to marketplace integrations, distribution platforms, or partner ecosystems.
• MBA or Bachelor's degree from a premier institution.