Business Development Representative

Location: Hybrid, London or Dublin, minimum 2 days per week in office

Type: Full-time, permanent

Reports to: GM - Platform

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 are 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 have raised more than 20M EUR from leading investors like EQT Ventures, Eurazeo, Northzone, and Frontline, along with founders and executives from Workday, Remote, Personio, OpenAI, and more.

The Role

Benefits is a category where the incumbent experience is brokers, spreadsheets and email chains. Most HR leaders don't know there's a better option, which means the first conversation is usually ours to start.

That's this job. You'll own the top of the funnel: finding the right companies, getting through to the right person, and earning Kota a meeting worth having. You'll work closely with our Account Executives, who take it from there, and you'll be judged on the quality of what you hand over, not just the quantity.

It's a genuinely good seat for someone early in their sales career. Kota isn't a brand HR leaders already know, so you'll learn to open cold rather than ride inbound demand. You'll get exposure to a complex product in a regulated market, and the people you'd learn from are in the building rather than three layers up.

What You'll Do

Source and qualify leads within our ICP using our tech stack

Prospect through cold calls, email and LinkedIn to book meetings for our Account Executives

Present Kota to potential clients and identify what they actually need

Build genuine, trusting relationships with prospects rather than working them as a list

Proactively seek out new business opportunities in the market

Keep your pipeline and activity accurate in HubSpot, so the team can see what's working

Feed back what you're hearing. You'll be closer to the market than anyone, and we want your read on what's landing and what isn't

What We're Looking For

Tenacious. You enjoy being driven by targets and you want to beat them, not just hit them

You raise the bar. You go the extra mile without being asked and hold a high standard for your own work

Comfortable at pace. You do well in a fast-moving environment, previous startup experience is a plus

Ownership mentality. You look for ways to improve Kota's prospects, including in areas outside sales

Independent, ambitious and self-motivated. Nobody will be filling your calendar for you

Good with people. What you're like as a person and how you treat people matters a lot to us. You're helpful, generous with your time and knowledge, and people enjoy working with you

Strong prioritisation. You spend your time on the things that make a real difference rather than spreading yourself thin

Always learning. You want to grow personally and professionally, and you help others do the same by sharing what you know

You don't need benefits, insurance or pension experience. You do need to be genuinely willing to pick up the phone.

What Success Looks Like

Consistent, self-generated meetings booked with the right companies and the right people

Meetings your AEs are glad they took, measured by how many convert into real opportunities

A pipeline you can talk about accurately, without needing to check

Outreach that improves month on month, because you're testing and learning rather than repeating

Why Join Us?

A real market to open. Benefits are unmodernised and most of our prospects don't know a better option exists. You get to be the first person who tells them

You'll learn to sell properly. No brand to hide behind means you develop skills that travel

Progression that's real. We're growing, and the path from BDR to Account Executive is one we want people to walk

Proximity. Small team, direct access to our AEs, CRO and founders. What you say gets heard

Culture. We care about how people treat each other as much as what they deliver

Kota Benefits

Stock options in a high-growth Series A startup

Health insurance via Kota

Workplace pension with matched contributions up to 5%

Life assurance

WFH stipend to support your home office setup

25 days paid time off

Annual company-wide offsite