GTM Lead, Embed

Kota is making insurance and retirement benefits as accessible as modern software. We do this across the Kota Platform - the world’s first fully integrated benefits platform and Kota Embed - our embedded insurance and retirement product for platforms.

Our mission is to make insurance and benefits more accessible and delightful to this generation of employees.

Kota was started in 2022 and has raised €20m from Europe’s top technology investors, including Eurazeo, EQT Ventures, Northzone, Frontline, and angels, including Job Van Der Voort of Remote, Romain Huet, formerly of Stripe, now Open AI, and David Clarke, formerly of Workday. The companies our investors have previously backed or built include Spotify, Airbnb, Klarna, Truelayer, Snapchat, Workday, Personio, Workvivo, Pointy, Workable, Wayflyer, and more.able, Wayflyer and more.

As a GTM Lead, you’ll work directly with our CEO and Founders to bring Kota's Embedded Insurance product to market and grow. This is a unique opportunity to have an outsized commercial and industry impact on a product already used by industry leaders.

• Shape & Develop Strategy: Build and execute the go-to-market plan for Kota Embed, our embedded insurance offering for platforms. Secure executive buy-in and ensure deep integration with the client's core platforms.

• Sales Process Implementation: Develop and implement a structured sales process for enterprise customers, including technical product sales with an average contract value of €100k+ and sales cycles of 6 months+.

• Pipeline & Relationship Building: Identify high-potential accounts and create a robust pipeline through outbound initiatives, referrals, and inbound efforts. Build and nurture relationships with executive stakeholders, managing the sales cycle from prospecting through onboarding.

• Contract Negotiation: Collaborate with legal, finance, and compliance teams to negotiate and finalize legal agreements and commercial contracts.

• Customer Experience: Create impactful experiences and build lasting relationships from initial prospecting through to onboarding.

• Work cross functionally: This role will see you collaborate with Carrier Expansion, Integrations, Benefits and Customers Success.

• Highly ambitious, high-agency go-to-market operator with a track record of building successful GTM motions.

• Resilient and adaptable, able to navigate the challenges of building a new sales department.

• Outcome-focused, with a relentless drive to close deals and achieve results.

• Meticulous about details—from written communications to marketing materials.

• Comfortable working closely with the CEO and executive team to transition from founder-led sales to a structured, process-driven approach.

• Experience: 5+ years of closing experience, with at least 2 years in API/technical sales, enterprise sales, or partnerships. A proven track record of acquiring new business logos, as well as experience in target verticals such as HR Tech, Payroll, and Fintech, is a plus.

• Technical Knowledge: A strong understanding of APIs and their applications in the fintech and insurance industries.

• Sales Approach: A customer-focused, consultative approach to sales.

• Personal Traits: Curious and enthusiastic, with the ability to thrive in a fast-paced environment.

• Health Insurance via Kota (€1,600 toward a plan of your choice)

• Access to a Workplace Pension with matched contributions up to 5% via Kota

• WFH stipend to support your home office needs

• Generous Paid Time Off - work hard and take the time you need

• Annual company-wide offsite

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.