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Location: London
Employment Type: Full time
Location Type: Hybrid
Department: Go To Market
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're 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've raised more than €20M from leading investors such as EQT Ventures, Eurazeo, Northzone, and Frontline, as well as founders and executives from Workday, Remote, Personio, OpenAI, and more.
We work in a hybrid environment, with a minimum of two days per week in our London office.
About the Role
Kota Embed puts our benefits products directly inside the platforms companies already use to run payroll and manage their people. It's one of the biggest growth opportunities in the business: a large, fast-growing base of companies that can offer their teams health and protection benefits through Kota in just a few clicks.
Most of this job is finding where the funnel leaks and fixing the flow - placement, onboarding moments, in-product experience, and the copy that converts inside someone else's product. If your background is mainly paid, SEO, events, and MQL targets, this probably isn't the role for you. Equally, if you've never personally shipped a change to a product surface and measured what it did, this isn't the role either.
This role is responsible for turning that opportunity into live policies at scale. You'll build the growth engine behind Kota Embed - how we position and package Kota inside our partners' products, activate their customer base, and convert them. It's a high-ownership role for someone who loves building the machine, not just running it: you'll shape the strategy and own it end-to-end.
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What You'll Do
- Own the number → converting our Payroll partners' customer base into live Kota policies, end to end. The core motion is self-serve; our sales team backs you up on higher-touch deals.
- Find where the funnel leaks and fix it → instrument every step from first impression to live policy, form hypotheses about why people drop, ship changes to the flows Kota controls, and build the business case for changes to the flows our partners control.
- Make sure customers discover Kota at the right moments → whether Kota builds that experience or a partner builds it on our API, you own where and how Kota shows up.
- Position and package Kota so it converts inside our partners' products → the messaging and in-product copy that turn a benefits section into sign-ups.
- Design and productise the partner launch playbook → the enablement partners run under their own brand and the lifecycle motions that pull people back, so every new partner and cohort ramps predictably.
Knowledge, Skills and Experience
- 4+ years doing growth work — in a growth, product growth, or marketing team; we care what you owned, not what it was called. Ideally the first or an early growth hire who built the motion themselves. You are a hands-on, super individual contributor.
- You came up inside a growth team at a PLG or B2B2C company and have personally shipped onboarding and activation experiments — not briefed them, shipped them. You can pull your own funnel data without asking anyone, and you can mock up a flow in Figma fast enough to put it in front of a partner's product team this week.
- You've owned a number measured after sign-up → activation, conversion to paid, feature adoption. If your track record is MQLs and launch calendars, this isn't the role.
- Systems thinking is your sharpest tool → when conversion is flat, your first instinct is to instrument the funnel and find the leak, not rewrite the headline. You form hypotheses, ship changes, read the data, and iterate.
- Strong product marketing is your second → positioning, packaging and copy that convert inside someone else's product, with no brand or push traffic to lean on.
- You ship through influence, not authority → most of the surfaces that matter here belong to our partners. Bonus if you've grown a product through a channel or surface you didn't control.
- Founder energy → resourceful, self-directed, no playbook needed.
- Start-up/scale-up background; bonus for fintech, B2B2C, or embedded/partner channels.
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Kota Benefits
- Stock-options
- Health Insurance
- Up to 5% matched contribution to a Workplace Pension
- Life Assurance cover
- 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.
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