About Kota
Kota is reimagining insurance and retirement benefits for the modern workforce. Through our two flagship products, Kota Platform, the first fully integrated benefits platform, and Kota Embed, our embedded insurance solution, we're making benefits more accessible, valued, and global.
Today, we power benefits for tens of thousands of employees at Europe's most forward-thinking companies, including Carwow, Tines, Zoe, and Remote. Founded in 2022, we've raised more than €20M from leading investors like EQT Ventures, Eurazeo, Northzone, and Frontline, along with founders and executives from Workday, Remote, Personio, OpenAI, and more.
The Role
We're hiring a Senior Account Manager in our Embed team to own and manage the relationship with our strategic customers. This role requires managing a portfolio of enterprise clients and acting as their strategic commercial partner: driving expansion across new countries, deepening stakeholder relationships, and surfacing insights that shape our product and operational priorities.
As we expand into new geographies and onboard more complex enterprise clients, we need someone who can drive growth, strengthen relationships, and make sure partners get the full value of Kota Embed.
You're joining at a moment of real momentum for Embed. New clients, markets and opportunities are coming online fast, which brings both challenge and the chance to make a genuine impact.
What You'll Do
Drive client growth: expand usage across new countries, product modules and eligible populations, and build clear account plans, forecasts and expansion roadmaps
Spot upsell and expansion triggers early, then coordinate internally to execute them
Own strategic relationships as the primary contact for post-launch Embed clients, building multi-level relationships across their Product, Ops and Commercial teams
Run structured QBRs that align stakeholders and drive long-term partnership value.
Own client-level escalations (not consumer queries), coordinating resolution across Product, Integrations, Expansion & Benefits, and Embed Operations, and keeping clients informed through issues or delays
Track account performance across revenue, lives, satisfaction and operational health, surfacing trends and risks early and turning them into clear action
Champion the voice of the client: distil feedback into insights for Product, Expansion and Ops, and help shape the Embed partnership model and lifecycle as we scale
What We're Looking For
8+ years in account management, partnerships or customer success
Strong relationship builder, confident with senior stakeholders and delivering board level presentations
Experience of managing large complex renewals and multi year engagements
Crafting of complex propositions, straddling technical, commercial and support
Thrives in a dynamic, unstructured startup environment
Iterates and executes quickly - has built process and strategies in previous high growth organisations
Highly organised, thrives under pressure, able to manage multiple clients at pace
Experience of going from zero to one and building new commercial frameworks
Has sold and managed technical products previously - can quickly move between reading a balance sheet and technical API documentation
Prior experience in health insurance, benefits, EOR/GP or SaaS/Fintech is a big plus
Our Values
Have Integrity. We care deeply about our why and it won't jeopardise our how.
Care Deeply. Our products are our story, we look at the details, go the extra mile to delight customers.
Own Your Ship. Ask why, do the work, get the data, solve the problem, be an owner.
Raise the Bar. We continuously look to push past good enough. Expect more, move faster, and never stop raising your and the team's standards.
Play to Win. We exist because we decided to say no to the norm, now we do this everyday.
Kota Benefits
Health Insurance via Kota
Workplace Pension with matched contributions up to 5% via Kota
WFH stipend to support your home office
Generous Paid Time Off, work hard and recharge fully
Annual company-wide offsite + dedicated team offsite
Skills Required
- 8+ years of experience in account management, partnerships, or customer success
- Experience building relationships with senior stakeholders and delivering board-level presentations
- Experience managing large, complex renewals and multi-year engagements
- Experience crafting complex propositions spanning technical, commercial, and support areas
- Ability to thrive in a dynamic, unstructured startup environment
- Experience building processes and strategies in high-growth organizations
- Strong organization and ability to manage multiple clients under pressure
- Experience building new commercial frameworks from zero to one
- Experience selling and managing technical products, including reading API documentation
- Prior experience in health insurance, benefits, EOR, global payroll, SaaS, or fintech
What We Do
The ultimate insurance and retirement platform for modern companies. We make it extraordinarily easy to roll out and manage benefits globally
