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Head of Brokerage
Senior Director, Brokerage & Insurance Distribution
Location: Hybrid working in London or Dublin
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, and OpenAI, and more.
The Role
You’ll lead the brokerage and insurance distribution function—the team responsible for advice, sales execution, RFPs, and client interactions across all insurance lines (Life, Pensions, Private MI, and Personal General Insurance).
You’re the person who ensures that every piece of advice we give, every quote we present, and every policy we place is in the best interest of the customer.
This role exists because Kota is not a traditional broker. We distribute insurance through software and API integrations at scale. The candidate needs to understand the business model and build a function that aligns with it and enhances it.
What You’ll Own
- Sales oversight across all insurance lines, including Pension, Private Medical Insurance, and Risk products
- Supervision of all client-facing staff arranging insurance products or placing business
- Management and supervision of a team of Sales & Benefits Consultants who work across multiple product lines and customer types
- Management and supervision of competitive RFP processes, from scheme design through to submission, pricing review, and winning proposals
- Quality assurance of proposals, fact-finds, suitability assessments, and all regulated documentation before it reaches clients
- Sales compliance frameworks—ensuring the sales process is robust, auditable, and scalable across direct and embedded distribution
- Training and competency—developing programmes for the commercial team, including MCC supervision of new entrants and ongoing CPD compliance
- Direct involvement in high-value or complex deals
- Creating and maintaining client-facing content, guides, educational materials, and collateral that support the sales and onboarding process
- Regulatory reporting alongside the Compliance team for Central Bank and FCA on product and proposition matters
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What You’ll Work On Immediately
- Enhance the insurance distribution side of Kota and help define how the commercial side operates
- Work with the Chief Operating Officer, Chief Revenue Officer, Benefits team, and GMs to ensure the sales process is commercially efficient
- Review and strengthen the RFP and competitive proposal process to ensure regulatory robustness without compromising speed
- Enhance the training and competency pathway and supervisory structures for the sales teams and all client-facing roles, including QFA and MCC progression for new entrants
- Enhance our repository of sales collateral, client guides, and educational content that scales across markets
How You’ll Be Measured
✔ Deal velocity—time from qualified opportunity to placed business ✔ RFP win rate and proposal quality ✔ Revenue contribution from brokerage-supported deals ✔ Compliance audit outcomes—clean files, robust documentation, zero compliance findings ✔ Training and Competency of the team
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What We’re Looking For
- 8+ years of experience in a senior role in sales management or head of advisory role in an insurance broker or insurance company
- Proven track record in competitive RFP processes and winning proposals in PMI and group risk
- Experience managing or supervising qualified sales teams and training new entrants
- Experience in, or readiness to hold, a PCF-17 (Head of Retail Sales) role under the Central Bank of Ireland’s Fitness and Probity regime
- Strong understanding of the Central Bank requirements and regulations, including but not limited to:
- MCC 2017 framework
- Fitness & Probity regime
- Consumer Protection Code
- Insurance Distribution Directive
- Relevant Qualifications—QFA (and APA in Private Medical Insurance or equivalent) qualified with full MCC compliance across Life, Pensions, PMI, and PGI. CPD must be fully compliant with no failures on record.
- Excellent written and verbal communication skills—you can create content, documentation, and collateral to support and scale the function
- Comfortable operating in a fast-moving, technology-driven environment—this is not a traditional broker
- Ideally, experience with or curiosity about embedded insurance, API distribution, or platform models
- FCA knowledge or dual-regulated experience is a strong plus
Why This Role Matters
Kota is scaling distribution through software. The volume of regulated activity is growing fast, and it can’t flow through one person. This role gives us a dedicated, senior, qualified leader who owns the brokerage side of the house—someone who can move as fast as the commercial team while maintaining the standard the regulator expects.
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