Senior Revenue Operations Manager

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, Account Management and Partnerships. Land the plan before headcount planning, so the plan drives the hiring, not the reverse.

• Compensation. Design and administer commission and incentive plans, including MBO structures for roles that build as well as close. Run payouts with Finance.

• Operating rhythm. Run the weekly forecast call, monthly business reviews and the board and investor revenue pack.

• Partner and renewal economics. Model partner rate cards, revenue share, attach and renewals. Track unit economics (CAC, payback, NRR) by channel.

• Systems and tooling. Own the GTM stack (HubSpot today) and the BI layer above it. Decide what we build, buy or replace as we scale.

• Strategy. Run deep-dives the exec team needs: market prioritisation, pricing, new segments and channels. Turn analysis into decisions.

• Build the team. Hire and lead a small Rev Ops and analytics team as the business grows.

What We're Looking For

• 8+ years across Rev Ops, sales strategy & operations, or GTM strategy, with at least 3 leading the function in a high-growth B2B or fintech business.

• A strategist who builds. You've designed a revenue operating model from the ground up - data model, forecast, planning, comp - not inherited one.

• Strong commercial finance. You can build a three-statement-aware revenue model, a partner rate card or a comp plan from a blank sheet. A background in corporate finance, consulting or investing is a plus.

• Planning at scale. You've run annual planning end to end: targets, territories, quotas, capacity and headcount, signed off at exec and board level.

• Systems fluency. Deep in HubSpot or Salesforce, comfortable with a BI layer (Looker or similar) and SQL, and clear on when to build, buy or replace.

• Complexity is your comfort zone. Multi-product, multi-country, partner-led or usage-based revenue. Insurance, payments or embedded finance experience is a strong plus.

• Credibility in the room. You turn data into a recommendation, and you're trusted by the CRO, CFO and board to hold the number.

• Owner's mindset. You'll start as a team of one and do the work yourself before you build a team around it.

Our Values

• Have Integrity. We care deeply about our why and it won't jeopardise our how.

• Care Deeply. Our products are our story; we look at the details and go the extra mile to delight customers.

• Own Your Ship. Ask why, do the work, get the data, solve the problem, be an owner.

• Raise the Bar. We continuously push past good enough. Expect more, move faster, and never stop raising your and the team's standards.

• Play to Win. We exist because we decided to say no to the norm - now we do this every day.

Kota Benefits

• Health insurance via Kota

• Workplace pension with matched contributions up to 5% via Kota

• WFH stipend to support your home office

• 25 days of paid time off

• Annual company-wide offsite plus a dedicated team offsite

• Attractive stock options