Location: Dublin ideally or London
Working style: Hybrid 2 days on site
Reports to: Chief Revenue Officer, with a close working line into Finance
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 EQT Ventures, Eurazeo, Northzone, and Frontline, along with founders and executives from Workday, Remote, Personio, OpenAI, and more. We're now ~100 people and scaling fast.
The Role
We're hiring our first Senior Revenue Operations Manager to build the operating system behind Kota's revenue - the data model, the plan, the forecast and the rhythm that runs the business.
Kota sells two ways. Embed puts our insurance inside the world's largest EOR, payroll and HR platforms. Platform sells direct SaaS to People teams. Each has its own motion, partners, contracts and economics, across multiple products and countries. Our revenue is multi-product, ramps on go-live and renews on insurer cycles - a far richer model than a standard SaaS funnel.
The business has outgrown the systems that got us here. Today we need one view of the pipeline, contracted ARR and live revenue across both business lines, and a planning process that ties targets, headcount and investment back to it. This is a builder role: part strategy, part operator, part systems architect. You'll sit in the CRO's team, partner closely with Finance, and be the person the exec team and board rely on for the numbers.
This is not a CRM admin role. You'll decide what we build, own the answer and then make it run.
What You'll Do
First 90 days
Build one revenue truth. Design the data model for a multi-product brokerage: parent accounts with product-line opportunities, each carrying its own value, go-live date, renewal date and commission.
Stand up the forecast. One forecast across Embed and Platform, with three distinct views: pipeline, contracted ARR, and live, ramping revenue driven by go-live dates.
Pressure-test the 2027 plan. It’ll be signed off before you start. Rebuild the model underneath it, bottoms-up by business line, partner, product and market, so we know which assumptions it rests on and where it breaks. Own the re-forecast from there.
Fix the funnel definitions. Stages that match how we actually sell - technical evaluation, quoting, contracting, go-live - with clean source attribution from first touch to signed and live.
Ongoing
Planning and targets. Own the annual and quarterly planning cycle from 2028: targets, quotas, territories, capacity and headcount models across Sales,
Senior Revenue Operations Manager in London employer: Kota
Kota is an exceptional employer that fosters a culture of innovation and collaboration, particularly within its AI pod. Employees enjoy a supportive environment that encourages professional growth through hands-on experience and ownership of projects, all while working in a vibrant location that promotes work-life balance and creativity. With a commitment to developing cutting-edge generative AI capabilities, Kota offers unique opportunities for those looking to make a meaningful impact in the tech industry.
