Kula
Director of Revenue & Distribution
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Please note that successful first round candidates will be contacted by Mid September 2026.
Director of Revenue & Distribution
Location: Hybrid (Headquarters, London based)
Reporting to: VP Commercial
Properties: 18 (Europe & Australia) + Rapid Pipeline
🕒 Full-time
The Opportunity
We are looking for a strategic, hands-on, and tech-savvy Director of Revenue & Distribution to spearhead our pricing, inventory and distribution strategy during a period of aggressive global scaling. This is not just about managing rates or channels; it’s about building the commercial engine of a high-growth aparthotel brand.
With 18 properties currently live across two continents, you will be the architect of our revenue and distribution infrastructure. You will ensure our current systems and operating processes are optimised for today and scalable for tomorrow, while working closely with Reservations, Sales, Marketing, Finance, and Operations to translate commercial strategy into day-to-day performance. You will also play a critical role in the successful launch and ramp up of new assets in our pipeline.
What it looks like
Strategic Revenue Leadership
- Own & manage the top line revenue strategy for the entire global portfolio, balancing occupancy and ADR to maximize RevPAR and GOPPAR.
- Develop and implement seasonal pricing strategies, inventory management, length-of-stay (LOS) controls, and overbooking limits.
- Conduct deep dive market analysis to identify trends, competitor shifts, and demand drivers in diverse markets (London, Sydney, etc.).
Distribution & Channel Strategy
- Own the portfolio-wide distribution strategy across direct, OTA, GDS, corporate, wholesale, and emerging channels, balancing reach, profitability, and control.
- Optimise channel mix, rate and inventory parity, content, availability, commissions, and cost of sale, ensuring each property is visible and bookable in the right places.
- Lead partner onboarding, connectivity, rate loading, mapping, and ongoing channel audits, working with distribution partners to resolve issues quickly and protect revenue.
System Architecture & Scalability
- Audit and optimise our current tech stack (PMS, RMS, Channel Manager, CRS) to ensure they are "fit for purpose" for a +1000 Unit portfolio.
- Lead the implementation of new revenue and distribution technologies and system upgrades.
- Ensure seamless data flow between systems to maintain a "single source of truth" for commercial and distribution reporting, with clear information sharing across connected functions.
Expansion & New Openings
- Develop the "Revenue Playbook" for new property openings, including pre-opening budgets, initial pricing positioning, and distribution setup, working closely with Reservations and Operations to ensure booking readiness.
- Manage the critical ramp-up phase for new assets, ensuring they hit stabilised performance targets ahead of schedule.
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Cross-Functional Collaboration
- Commercial: Work alongside Sales and Marketing to set, implement & drive commercial strategy, align promotional activity with distressed inventory periods, optimise channel deployment, and maximise a base building & compression approach.
- Reservations: Work in close partnership with the Reservations function to ensure pricing, availability, and inventory strategy can be executed effectively day to day. Provide clear commercial guidance on displacement, restrictions, overbooking, alternative property options, upgrades, and book-out decisions, with regular feedback between both functions on demand, conversion, and booking trends.
- Finance: Partner on budgeting, monthly forecasting, and business-wide analysis.
- Operations: Collaborate with on-site teams to ensure revenue and distribution strategies are operationally feasible and guest-centric.
Future Team Building
- While initially a highly hands-on role, you will define the roadmap for the Revenue & Distribution function, eventually hiring and mentoring a team of Cluster Revenue Managers and distribution support as the portfolio grows.
- Build scalable ways of working, clear ownership, and strong collaboration across Revenue & Distribution, while creating an effective operating rhythm with Reservations and the wider Commercial team.
About You
The Ideal Profile
- Experience: 5+ years in Revenue Management, ideally within the aparthotel, extended stay, or lifestyle hotel sectors, with meaningful ownership of distribution across a multi-property portfolio.
- Distribution Expertise: Strong understanding of channel strategy, OTA, GDS, and wholesale connectivity, parity, content, commission structures, and cost of acquisition.
- Collaboration: Strong cross-functional leadership skills, with the ability to build effective ways of working between Revenue, Distribution, Reservations, Sales, Marketing, and Operations.
- Global Mindset: Experience managing multiple regions and currencies (Europe and APAC experience is a significant plus).
- Tech Mastery: Power user experience with leading RMS (e.g., Duetto, IDeaS, Flyr), PMS platforms (Opera & MEWS), Channel Managers, CRS, and distribution tools. You should be comfortable leading a system migration or integration project.
- Agility: You thrive in "startup to scaleup" environments where you need to be both the visionary and the person clicking the buttons.
- Communication: Ability to translate complex data into actionable insights for the VP Commercial and ownership groups, while providing clear commercial direction to partner functions.
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Why Join Us?
This is a "blank canvas" role. You aren't just maintaining a department; you are building a scalable Revenue & Distribution function and shaping how it works across the wider commercial organisation. As we triple our footprint over the coming years, your influence will be visible in every booking, every channel, and every new market entry.
You will share our values about:
- A restless curiosity. You ask why, you explore what if, and you’re always looking for a better way to do things, even when the current way works fine.
- The confidence to speak up. To challenge assumptions and gently push us forward when something could be better.
- Real ownership. You take responsibility for your work and use that ownership to lift others up, not to control or gatekeep.
- The freedom to show up as yourself. Not a work version and a real version, just you, whether you’re on shift, on a call, or off the clock.
- A belief that perfection is a myth. The best ideas come from many voices, not loud titles, and progress matters more than polish.
- A deep respect for people. You recognise the humanity in yourself and others, learn quickly from mistakes, and keep growing, together.
Where and When
You’ll be based in our London office, right in the rhythm of the city. Big lights, big energy, and a space built for conversation, collaboration, and getting things done.
This is a full-time role at 40 hours per week, designed to be sustainable, not exhausting.
We believe great work happens when life has room to breathe. That means a genuine commitment to work-life balance, clear expectations, and time to switch off so you can show up at your best.
How we measure greatness
We believe greatness is felt as much as it is measured.
We look for people who show up for the culture as much as the role. Those who support teammates, share knowledge freely, and help make Kula a place people genuinely want to work.
Together with the VP Commercial, you’ll agree on clear personal goals that balance portfolio revenue performance, distribution efficiency, strong cross-functional collaboration, and humanity. That means strong engagement internally & externally, and a passion for driving our results & growth.
When the numbers are right, the channels are healthy, the functions are working well together, and
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