Senior Account Manager at Kota in London

Job description

• Application
• 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.

Responsibilities

• 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

Requirements

• 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

Skills

Required

• Strong relationship builder
• Confident with senior stakeholders
• Delivering board level presentations
• Iterates and executes quickly
• Highly organised
• Thrives under pressure
• Able to manage multiple clients at pace

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