Welcome Pickups
Head of Revenue Management
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About Us
Founded in 2015 in Athens, Greece, Welcome redefines the way people travel by going above and beyond the commoditized transfer service and being the first company to deliver a complete, personalised, in-destination travel experience. From the moment a traveler arrives at a new destination, until their return journey home, Welcome accommodates all their travel needs, including transfers, sightseeing trips, and local information, in the easiest, friendliest, and most personalised way possible. Welcome's drivers are experts in the area and share their local know-how to make travellers feel at home wherever they are. The company has also introduced contactless rides, thorough cleaning protocols, and protective equipment to make every journey safe.
Being a travel tech startup, Welcome continues to grow and scale its operations and is quickly becoming a global category leader for in-destination travel services.
- One of the highest-rated global transportation companies with a rating of 4.9/5 stars
- Expanded from 200 destinations last year to 350, achieving our ambitious 2024 growth target
- Over 4,000 travel partners including 2,500 hotels, numerous vacation rentals, and travel agents, adding 50+ new ones every month
- Over 2.5 million happy travellers every year
⭐️ If you want to dive deeper into the awesomeness of Welcome's culture, click on this link to check out our TikTok account.⭐️
The Team
We are a group of vibrant, diverse people who love travelling and never settle on quality. Each one of us didn't join Welcome by chance and believes deeply in what Welcome is trying to achieve, so we work relentlessly to make that happen. We challenge common logic, focus on design, put simplicity and usability first, and create memorable experiences. We keep learning and exploring better ways to serve our community and grow personally and professionally in our respective fields. We stay humble along the way, with a "pay it forward" mentality, but with big and bold goals.
As the Head of Revenue Management, you will be owning and leading our pricing strategy and revenue optimization across all markets and distribution channels. This is a high-impact role at the very heart of the business. Pricing isn't just a lever for us - it drives conversion, margin, competitiveness, and ultimately revenue. You will be responsible for shaping and executing our end-to-end pricing strategy, with direct accountability for results.
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Reporting to the Executive team, you'll define the frameworks, logic, and systems behind our pricing, from strategy and experimentation to execution and performance tracking. You will be collaborating closely with Product, Data, Operations, and Commercial teams to ensure pricing is smart, scalable, and aligned with business goals. This is a role for someone who wants to take true ownership, drive impact, and shape how pricing operates across the entire organization.
Responsibilities
Team & Resource Management
- Lead and develop a high-performing Revenue Management team, with direct people management responsibility, building on a strong existing foundation
- Ensure the function is structured to scale with business growth and deliver on strategic objectives
- Set priorities across pricing-related work in Product, Data, and Analytics
- Allocate resources effectively across markets and initiatives to maximize ROI
Revenue Management Strategy & Ownership
- Define and own the end-to-end revenue management strategy across all markets and channels
- Optimize key levers including conversion rate, margin, and competitiveness to drive sustainable growth
- Establish guardrails, rules, and decision frameworks to ensure consistency and control in revenue decisions
Execution & Performance Management
- Own revenue optimization decisions across B2C, B2B, and distribution partners (e.g., OTAs)
- Continuously monitor and optimize performance through data, experimentation, and market insights
- Track and communicate revenue impact, trade-offs, and performance to leadership
- Ensure strong competitiveness through ongoing analysis of market dynamics and demand trends
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Cross-functional Leadership
- Act as the single owner of revenue management decisions across Product, Operations, and Commercial teams
- Partner with Operations to incorporate cost inputs into revenue logic and decision-making
- Align stakeholders on frameworks and priorities to ensure scalable and commercially sound execution
Systems, Tools & Scalability
- Build and evolve revenue management frameworks, models, and systems to enable scalable execution
- Drive the development of tools and data infrastructure for consistent and automated decision-making
- Lead experimentation and continuous improvement of revenue optimization methodologies
Requirements
- 7+ years of experience in pricing, revenue management, marketplaces, or similar analytical/commercial roles
- Proven track record of owning and driving pricing or revenue performance at scale
- Experience working in fast-paced, data-driven environments with clear business impact
- Experience building, leading, and developing high-performing pricing, analytics, or similar teams
- Strong analytical skills, with the ability to translate data into clear, actionable decisions
- Deep understanding of key business levers such as conversion, margin, and competitiveness
- Hands-on experience with experimentation, performance tracking, and continuous optimization
- Experience working closely with Product, Data, Operations, and Commercial teams
- Strong stakeholder management and communication skills, with the ability to influence across levels
- Comfortable working with BI tools, data environments, and experimentation frameworks
- High ownership mindset, strong execution discipline, and attention to detail
- Structured, pragmatic thinker with a focus on impact and scalability
Benefits
- Vibrant and fresh work environment
- Flexible work-from-home policy
- The tools you need to perform your daily tasks successfully
- L&D personal budget
- Private Insurance Plan
- +4 extra PTO days annually
- The unique opportunity to join "the next big thing" at ground level
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