Head of Ancillaries (f/m/x)

eSky Group; Katowice; On-site; PLN 320,000 - 460,000; Full time

Job summary

eSky Group is seeking a Head of Ancillaries in Poland to own the portfolio strategy for in-destination add-ons such as attractions, tours, events, and restaurant bookings. You will sign and manage partners, ensure high-quality offers, and embed ancillary services into the booking journey for flights and packages.

You will drive commercial outcomes with a hands-on approach on new initiatives while providing direction on mature areas, focusing on growth and profitability from day one.

Qualifications

• Minimum 5 years leading or scaling a business unit with ownership of outcomes (P&L, revenue).
• Proven track record in sourcing and closing partner deals, driving revenue growth.
• In-destination experience is a strong plus.

Responsibilities

• Define portfolio strategy for ancillaries and determine which categories to invest in.
• Build in-destination offers (attractions, tours, events, restaurants) for travelers.
• Negotiate terms with partners to secure high-quality offers with strong availability.

Skills

Commercial negotiation

Deal sourcing

Partnership building

Job description

Hi, I'm Kuba Bajorski, Chief Product Officer at eSky Group, and I’m currently looking for a Head of Ancillaries to join my team. I’m sure that a flight booking is just the start of someone's trip. Everything after that - how they get around, what they do, whether they're covered if something goes wrong - is mostly still up for grabs. That's the space you'd own.

The team is energetic and ready to build. What they need is a leader who's genuinely in it with them - someone who rolls up their sleeves on the new stuff and sets clear direction on the stuff that's already working.

What You’ll Own

• Portfolio strategy. You'll decide which categories deserve investment, which business models make sense for each, and how to sequence bets across new and established lines.
• In-destination, from scratch. Attractions, tours, event tickets, restaurant bookings: everything a traveler needs once they've landed.
• Deals that actually move the needle. You'll find and sign the partners that make the offer good, negotiate terms that make sense for both sides, and keep quality and availability high.
• Distribution across OTA and dynamic packages. You'll embed the right ancillary services into both the purchase path and the post-booking service journey: for flights and for packages alike.
• Stand-alone products. In-destination, insurance, car rental: categories with the potential to be strong offers on their own, not just add-ons. You'll build them that way.
• Leading through the whole spectrum. Hands-on where things are new: you're in the weeds, building with the team. Hands-off where things are mature - where your job is direction, unblocking, and owning the number.

What I’m Looking For

• More than anything: someone who can close deals. This role lives and dies on commercial instinct : sourcing partners, negotiating hard, getting to yes on terms that work. In-destination experience is a strong plus. Deep product background is not what I'm optimizing for here; it helps, but it's not the job.
• You’ve got at least 5 years running or scaling something comparable, with real ownership of the outcome: P&L, a new revenue line you built, supplier deals you closed, an initiative you took from zero to profitable. I care about what you've actually delivered.

Why This One

You get to build a genuinely new part of the business, with real commercial ownership from day one: not inherit a finished org chart and keep the lights on.