Senior Account Manager
Kota
Senior Account Manager
Kota
Unified benefits platform for HR teams
About Kota
Kota is the only broker that runs employee benefits for you. Combining health cover, pensions, protection, spend cards, and flexible perks with HRIS integrations, Kota replaces spreadsheets, manual admin, and once-a-year broker calls with one connected system - backed by a team of benefits experts behind every recommendation.
Kota powers benefits for more than 100,000 employees, across companies from fast-growing scale-ups to global HR and payroll platforms.
Investors include Eurazeo, EQT Ventures, Northzone, Frontline Ventures, 9Yards, and Plug and Play Ventures. The Kota team includes experts who previously led at global financial services firms and fintechs such as Airwallex, Stripe, Bolt, Revolut - as well as insurance and benefits providers such as Aviva, Allianz, AXA, and Smart Pension.
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
Attractive stock options to share in the success of Kota
Health Insurance
Life assurance (country dependent)
Up to 5% matched contribution to a Workplace Pension (country dependent)
WFH stipend to support your home office needs
We are an equal-opportunity employer and value diversity at our company. We do not discriminate based on race, religion, colour, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
Kota is an all-in-one employee benefits platform that helps HR teams automate and centralize benefits management, including insurance and retirement. It provides a single place for every benefit with built-in brokerage, so benefits can be rolled out globally and maintained easily. The product works by letting companies set up benefits once and manage them forever through a centralized system that handles administration and vendor relationships, while employees can access and value the offerings. Kota differentiates itself by integrating brokerage directly into the platform and focusing on streamlining rollout and ongoing management across global workforces, reducing the burden on HR teams. The goal is to make benefits administration effortless, scalable, and valuable for both employers and employees.
Explore more opportunities at Kota