We're proud to be ranked as the 12th fastest growing startup on the Sifted 250 list! 🚀

👉Read about it here

Location: Hybrid working in Dublin or London

Reports to: Chief Revenue Officer

Team: Go To Market

About Kota

Kota is the only broker that runs employee benefits for you. Combining health cover, pensions, protection, spend cards, and flexible perks with HRIS integrations, Kota replaces spreadsheets, manual admin, and once-a-year broker calls with one connected system - backed by a team of benefits experts behind every recommendation.

Kota powers benefits for more than 100,000 employees, across companies from fast-growing scale-ups to global HR and payroll platforms.

Investors include Eurazeo, EQT Ventures, Northzone, Frontline Ventures, 9Yards, and Plug and Play Ventures. The Kota team includes experts who previously led at global financial services firms and fintechs such as Airwallex, Stripe, Bolt, Revolut - as well as insurance and benefits providers such as Aviva, Allianz, AXA, and Smart Pension.

The Role

You'll build and run Kota's demand engine: the paid, organic, lifecycle and partner-led programmes that turn our two go-to-market motions into qualified pipeline for Sales and self-serve revenue for Kota Direct Platform.

This is a player-coach role. You'll set the strategy, run the channels hands-on, and own the numbers from first touch to closed revenue. As the engine proves out, you'll hire the team behind it.

This role exists because Kota sells to two very different buyers. Kota Direct Platform sells direct to HR, People and Finance leaders at scaling companies. Kota Embed Partners sells through global HR, payroll and Employer of Record (EOR) platforms, who put Kota in front of their own customers. Generating demand for both, without running two disconnected marketing functions, is the job.

What You'll Own

Demand generation strategy and the pipeline target that comes with it, across Kota Direct Platform and Kota Embed Partners

Paid acquisition across LinkedIn, Google Search and emerging channels: structure, targeting, creative testing and budget allocation, with a bias toward conversion over volume

Organic growth: SEO, answer-engine (AEO) visibility, content and the website as a conversion engine

The full funnel from lead to MQL to SQL to closed revenue, including lead scoring, routing and the handoff to Sales

Lifecycle and nurture programmes that warm up long-cycle buyers and move self-serve customers to activation

Partner marketing for Kota Embed Partners: co-marketing campaigns, launch playbooks and enablement content that partners can run with their own customer base

The marketing stack and attribution model, working with Revenue Operations so every pound and euro of spend can be traced to pipeline

Agencies and freelancers across paid, SEO, web and design

Hiring and developing the growth team as the engine scales

What You'll Work On Immediately

Audit current channels, spend and conversion, and tell us within 60 days where the next pound of budget should go and what to switch off

Build the self-serve acquisition motion for SMBs on Kota Direct Platform, from first click to activated customer

Stand up a repeatable co-marketing playbook for Kota Embed Partners, so every new partner launch generates demand from day one

Put a demand-gen plan behind our expansion across the UK, Ireland and continental Europe

How You'll Be Measured

Marketing-sourced and marketing-influenced pipeline, against target

Self-serve sign-ups and activated customers on Kota Direct Platform

Partner-sourced pipeline and live-customer growth on Kota Embed Partners

Funnel conversion: MQL to SQL, SQL to closed-won, and pipeline velocity

Efficiency: CAC, CAC payback and cost per qualified opportunity by channel

What We're Looking For

6+ years leadership or leading B2B demand generation, growth or performance marketing, with direct ownership of a pipeline number

A track record you can point to: specific channels you built or fixed, and the pipeline and revenue they produced

Hands-on paid media expertise on LinkedIn and Google; you can run a campaign yourself, not just brief an agency