Senior Account Manager

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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 Deepl y. 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.