Senior Manager, Pricing & Revenue — Hotels OTA

Senior Manager, Pricing & Revenue — Hotels OTA About Wego Wego is the largest online travel marketplace in the Middle East and North Africa, serving millions of travelers across the region. Our mission is to empower travelers to explore the world through innovative products and services. Book on Wego is our own hotel OTA — a direct-booking platform that sits alongside our metasearch partners and offers users a seamless booking experience across a wide range of properties at competitive prices. Growing this OTA is one of our biggest commercial priorities. About the Role We're looking for a sharp, analytical, and commercially-minded Senior Manager, Pricing & Revenue to own the growth and profitability of our hotels OTA. This is a hands-on role for someone who lives in the data — diagnosing what's working and what isn't, forming hypotheses, and running a relentless cadence of pricing and promotion experiments to scale bookings while protecting margin. You'll set strategy across pricing, supply, distribution and promotions, and you'll do it as a power user of AI — using modern AI tools and agentic workflows to diagnose, decide and move faster than a traditional analyst ever could. You'll partner closely with data, engineering, marketing, product and finance, but the accountability for moving the OTA's booking share, revenue and profit sits with you. What you will do Pricing, Experimentation & Supply Optimisation Diagnose the pricing landscape for each core market and channel — competitor positioning, win rates, volume potential and margin headroom — and turn that into clear, defensible strategies per point of sale. Run a continuous pricing experimentation program: form hypotheses, design A/B tests, read results rigorously, and decide what to scale, hold or kill. Own the experiment backlog. Create and tune pricing rules (market-, channel- and segment-level) to optimise the trade-off between volume, booking share and profitability. Manage suppliers and supply channels, balancing the supplier mix to maximise rate competitiveness, availability and price leadership — and partner with engineering to optimise how we source and select rates, lifting win rates and margin. Distribution Own and scale our distribution channels (Skyscanner, Kayak, Vio, Google Hotels and new partners), building channel-specific pricing and promo strategies that grow profitable volume. Understand the unit economics, bidding/feed mechanics and competitive dynamics of each channel, and continuously push to expand share wherever the ROI is there. Campaigns & Promotions Design and run promotion strategies for both direct users and distribution partners — promo mechanics, targeting, budget and timing — and measure incremental impact, not just headline volume. Manage campaigns end to end across paid and distribution channels: brief, launch, monitor and optimise against ROI/ROAS targets, coordinating with the central marketing team on spend. Data, Analytics & AI Be the analytical engine of the team — independently pull, model and interpret data to find opportunities and explain performance, with the instinct to diagnose why a metric moved. Define KPIs and success criteria, build the data models, dashboards and ad-hoc analysis needed to understand profitability and pricing, and drive a measurement-first culture. Use AI as a core part of how you work — for analysis, diagnosis, scenario modelling, research and drafting strategy — and build and run agentic workflows for pricing and revenue tasks (e.g. automated monitoring, anomaly detection, experiment readouts, promo recommendations), partnering with data and engineering to put them into production. Partner with the central data team and VP of Data on the pricing analytics roadmap, and set the bar for how a modern, AI-native pricing function operates. Who you are Must-haves Direct hotels OTA experience — pricing, revenue management or commercial roles inside an online travel agency or hotel metasearch/booking platform. (This is not a hotelier / property-side revenue management role — we need someone who has run pricing for an OTA at scale.) You are a deep, daily user of AI. You work fluently with tools like ChatGPT/GPT and Gemini — ideally Claude — and you've used AI to do real analytical and strategic work, not just draft emails. This is central to how the role operates. Highly analytical and data-fluent — comfortable working hands-on with data, building models and dashboards, with a solid grounding in statistics and experiment design and the instinct to diagnose why a metric moved. A strong track record of building pricing and promotion strategy from scratch and proving its impact through experimentation — not just executing rules someone else defined. Hands-on experience growing and managing distribution or paid channels against ROI/ROAS targets. 5+ years using data to drive commercial decisions, including meaningful time in pricing/revenue management. Strong stakeholder management and clear communication across data, commercial, marketing, product, engineering and finance. Happy spending ~80% of your time hands-on in the detail, with a proactive, ownership-driven, can-do approach. Nice to have Experience working with a team building agentic AI solutions for pricing (or similar commercial use cases). Experience managing suppliers and supplier mix, and collaborating with engineering on supply/rate optimisation. SQL, Python/R, and specific BI tools (Looker, Tableau or similar). Department Data Science and Analytics Role Pricing and Revenue Analyst Locations Jakarta Remote status Fully Remote Brand Wego