Senior Director, Revenue Management Strategy

Summary

Join Kasa as our Senior Director of Revenue Management Strategy and lead the charge in revolutionizing hospitality revenue models. You will spearhead net revenue growth, optimize distribution strategies, and cultivate a profit-maximizing culture. Leverage cutting-edge technology, including AI and dynamic pricing, to automate processes and enhance profitability. This leadership role demands data-driven decision-making, systems thinking, and deep hospitality revenue expertise. You will report directly to the CFO and be responsible for driving performance and accountability to the executive team and Board of Directors. This fully remote US-based position offers a competitive compensation package, including equity, bonus, and comprehensive benefits.

Requirements

• Excel in building the 'Moneyball' of Revenue Management, identifying and implementing unique strategies that others overlook. You have a proven track record in driving revenue growth and profitability in the hospitality industry
• Possess extensive experience in constructing and implementing revenue management systems, and have a proven ability to think in terms of systems. You are enthusiastic about automating the intricate net revenue management process, thereby streamlining operations and enabling human intervention solely for exception handling
• Be singularly focused on building a world-class revenue organization. Your obsession extends beyond mere execution to a profound understanding of the underlying principles of net revenue management. You don’t just understand how it is done but why it is done a certain way. You're well-versed in the history and diverse philosophies of revenue management across industries such as airlines, cruises, and hotels, and have adeptly integrated the best practices from these sectors to hone your craft
• Possess deep expertise in hospitality revenue management processes and systems, understanding the unique demand drivers of lodging guests. You leverage historical trends, market segmentation, evolving automation and competitive insights to craft dynamic pricing strategies that measure performance and maximize profitability
• Initiate and develop new systems, transforming innovative ideas into successful business processes
• Have experience in the "building the plane while flying it" environment and proven ability to adjust and flex to business demands; be open to receiving and giving feedback to contribute to problem resolutions
• Interpret complex data and convey insights clearly for strategic decision-making
• Develop creative sales solutions and strategies. Embrace and drive change in response to market demands
• Engage effectively with internal and external stakeholders to maximize results
• Have revenue management experience with a strong understanding of revenue management within the hotel industry
• Have experience applying technology-driven solutions to optimize pricing and performance
• Have familiarity and enthusiasm surrounding large language models (LLMs) and automated algorithmic pricing strategies to enhance revenue outcomes
• Demonstrate success in automating traditionally manual revenue management processes, improving efficiency and scalability
• Have the ability to design, implement, and measure the effectiveness of innovative pricing and revenue strategies using data-driven methodologies

Responsibilities

• Develop and execute strategies to maximize property net revenue. This includes penetrating new demand segments and deploying cutting edge yield management algorithms / systems to stay at the forefront of revenue maximization after accounting for applicable costs like channel fees, credit card commissions, sales commissions and turn costs
• Oversee and optimize our distribution strategy across all channels to maximize revenue and profitability. This involves leading a channel mix strategy and analyzing the incrementality of demand to ensure optimal net revenue performance across all segments (leisure, corporate, group, and leasing) and over 50 distribution channels
• Instill a mindset across the team that prioritizes profit over just gross revenue (i.e. Net Revenue / Net RevPAR), considering factors like channel costs and length of stay
• Help measure and refine our understanding of what demand / revenue is truly incremental versus what demand displaces other demand. You use this understanding to inform our revenue strategy and team incentives
• Achieve significant growth in same-store Net Revenue Per Available Room (Net RevPAR) Penetration
• Collaborate with our product, technology and cross-functional teams to integrate dynamic and ancillary pricing strategies and boost net RevPAR . Ultimately, your work will help to automate much of net revenue management work, leaving high leverage work like strategy setting and exceptions handling to the team
• Collaborate with real estate growth teams to ensure maximum performance at newly signed properties and to excite prospective owners to help land new business
• Oversee the revenue management team and effectively measure performance across team members to maximize efficiency and effectiveness

Benefits

• Remote Work: With flexibility as a core value, and over three-quarters of the team working remotely, Kasa employees are able to work from anywhere!
• Kasa Travel Credit: We love to travel! Kasa employees get an allowance of free stays with us in any of our locations , plus a discount on any night for friends and family
• The Pay: The starting base pay range for this role i s set based on multiple considerations including business needs, market demands, talent availability, experience, and unique skills and attributes. The base pay range is subject to change and may be modified in the future. This role may also be eligible for equity, bonus, perks, benefits, and Kasa Travel Credits
• Generous Stock Option Plan : At Kasa, our compensation philosophy is to offer a total compensation package that over-indexes on equity to encourage our team to think like owners (by being owners) and benefit from the growth in value that our collective hard work creates
• Flexible PTO : Full-time exempt Kasa employees are encouraged to take time off as they need and see fit, ensuring that it’s not disruptive to their work
• Cell phone reimbursement: We reimburse a portion of your monthly cell phone bill to say thanks for using your personal phone during the workday
• 401(k) Plan: As you invest in yourself and your future, Kasa invests in you too: we match 100% of the first 1% of your deferred salary
• Health Coverage: We’ve invested in comprehensive health insurance options to help when you need it most, including a company-sponsored plan with fertility coverage
• Other Perks: Qualifying full-time roles are eligible for a wi-fi stipend, home office stipend, and more!