Senior Account Manager

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