Head of Ancillary Revenue

Help shape the next generation of travel experiences at Awaze by building products and services that give our guests and homeowners greater choice, confidence and value.

As our Head of Ancillary Revenue, you will own Awaze’s non-accommodation revenue proposition across our brands, source markets and booking corridors. You will identify, build, commercialise and continuously improve guest- and owner-facing ancillary products, ranging from insurance-backed propositions to travel extras. Working through cross-functional squads and external partners, you will take opportunities from initial concept and business case through contracting, implementation and in-life optimisation.

Your focus will be on delivering sustainable EBITDA growth while protecting the guest experience and the conversion of our core accommodation bookings.

• Define and own the ancillary product roadmap across Awaze brands, source markets and booking corridors
• Identify and assess new guest- and owner-facing opportunities, prioritising propositions that strengthen customer choice, trust and commercial return
• Maintain a clear, live product pipeline covering prioritisation, business-case status, dependencies, risks and delivery timelines
• Monitor competitors, online travel agencies and adjacent industries across the UK and Europe, translating market insight into new products and optimisation opportunities
• Develop robust business cases covering customer value, attach rate, conversion impact, EBITDA, cashflow, risk and breakeven
• Act as financial steward for the ancillary portfolio, tracking performance against plan, identifying risks early and recommending corrective action
• Identify, evaluate and onboard third-party providers, including assessing the regulatory, compliance and financial-strength requirements associated with insurance-backed products
• Lead commercial negotiations and contract development, securing competitive economics, appropriate service levels and aligned incentives
• Manage supplier performance, service levels, renewals and continuous product improvement to ensure continuity and long-term value

You’ll thrive in this role if you enjoy turning commercial opportunities into scalable products, balancing data-led decision-making with a strong understanding of the customer journey. You are comfortable working across functions, influencing senior stakeholders and external partners, and bringing structure and momentum to complex initiatives.

• Senior commercial experience from a demand-led consumer business such as travel, hospitality, retail, leisure or e-commerce, with responsibility for product commercialisation, revenue management or ancillary income
• A proven track record of taking products from concept and business case through third-party contracting, implementation and in-life performance management
• A strong understanding of digital checkout journeys, attach-rate optimisation and the balance between revenue growth, conversion protection and guest experience
• Experience developing robust financial cases, including EBITDA, cashflow and breakeven analysis, and managing performance against plan
• Strong commercial negotiation, supplier-management and contract-management capabilities
• The ability to influence Product, Marketing, Finance, Pricing, Contact Centre teams and external partners without relying on direct authority
• Structured project leadership across multiple concurrent work streams, with clear ownership of dependencies, risks and timelines
• Excellent communication skills, with the ability to translate complex commercial, financial and product issues into clear decisions and actions

Bonus points if you have experience procuring or managing insurance-backed or financial products, knowledge of OTA and direct-channel dynamics across the UK and Europe, or experience operating across multiple brands, source markets and cultures.

• Own the end-to-end lifecycle of ancillary products, from market analysis and sourcing through technical integration, Contact Centre readiness, launch and post-launch optimisation
• Lead cross-functional squads…