Senior Account Manager (Embed Team) at Kota

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 ensure 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 Quarterly Business Reviews (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: distill 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 processes and strategies in previous high-growth organizations.

• Highly organized, 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.