Key Account Manager (KAM) — Insurance

🧡 Coverflex Work changed. Pay didn’t. Coverflex exists to make compensation work for everyone. Pay is still rigid, fragmented, and hard to feel. We turn compensation into choice — one platform, one card, one app — for benefits, meal allowance, insurance and more. Our platform is simple for HR and meaningful for employees. We provide choice, smarter compensation tools and empowerment. ⚙️ TL;DR (The Essentials) Role: Key Account Manager (KAM) — Insurance Seniority Level: Intermediate Type: Individual Contributor Languages: English (main) / Spanish (fluent, so you can actually sell) Main Tools: HubSpot, LinkedIn Sales Navigator, Notion, Slack Regulatory requirement: level 2 Insurance Mediation/Distribution License (or higher) Location: Remote (Spain) Compensation

• Base Salary: €35,000 – €45,000
• Bonus / Commissions: OTE 70/30
• Equity: Yes – Stock Options under our Equity Incentive Plan
• Benefits: you can check them below (at the end of the page)
• Contract Type: Permanent

💥 Your Impact This role exists to accelerate revenue growth in Spain by expanding existing customer accounts through structured upsell and cross-sell of insurance products, while strengthening long-term customer relationships. You’ll play a crucial role in sustainable growth by maximizing customer lifetime value, ensuring customers receive the right insurance solutions as they evolve, and reinforcing Coverflex as a trusted partner in employee benefits and health insurance. You’ll know you’re successful when, after 90 days, you’ve…

• Built a clear expansion pipeline across your portfolio and started converting opportunities into revenue
• Established strong relationships with key customer stakeholders (HR + Finance)
• Developed a consistent, repeatable outreach rhythm (meetings, calls, follow-ups)
• Proven you can balance volume with quality conversations and consultative selling

How We’ll Measure Success

• Main KPI 1: Upsell and cross-sell revenue generated from existing accounts
• Main KPI 2: Number of expansion opportunities identified, qualified, and closed
• Main KPI 3: Portfolio engagement metrics (meetings booked, calls made, conversion rates)

⚡ Reality Check - What Makes This Role Hard Let’s be real, this is not a “relationship manager” role where things just flow. Here’s What Makes It Challenging

• You’ll manage a high volume of accounts and still need to maintain quality, value-driven conversations
• Even with existing customers, you’ll face objections like “we don’t need this now” or “we already have a solution”
• You’ll navigate multiple decision-makers, especially HR + Finance who may have different priorities
• You’ll need to be consistent with high volume (calls/emails every day) while keeping energy and focus high
• You’ll be expected to hit targets in a consultative environment where trust-building and timing matter.

👤 You Must-haves (evidence, not years)

• Proven track record working with health insurance
• Level 2 Insurance Mediation/Distribution License (or higher)
• Proven B2B Sales or Customer Success experience with commercial responsibility
• Comfortable owning expansion conversations across stakeholders (HR + Finance)
• Highly organised and disciplined managing portfolio activity and follow-ups
• Confident hitting targets through structured execution and pipeline discipline
• Strong CRM mastery (e.g., HubSpot / Salesforce)

Nice-to-have

• End-to-end sales cycle management experience (discovery → close)
• Experience in employee benefits
• SaaS / tech startup background
• Public speaking, training, or webinar hosting experience

🧬 Your DNA

• Resilient: you can hear “not now” 10 times and still show up sharp on call 11
• Proactive: you don’t wait for accounts to ask, you create opportunities
• Growth-oriented: feedback fuels you, it doesn’t trigger you
• Organised + data-driven: your pipeline isn’t “in your head”, it’s in the CRM
• Executive-ready communicator: you’re clear, confident, and credible with senior stakeholders
• Collaborative: you win as a team, not as a solo hero

You’ll probably find this frustrating if…

• You have a low ownership mindset or need constant direction
• You’re uncomfortable with targets, outreach volume, or quota pressure
• You lack structure and struggle to manage multiple accounts at once
• You resist feedback or don’t like being coached
• You prefer working alone and avoid cross-functional collaboration

👥 Manager & Team Meet Your Manager Hiring Manager: Eduardo Gaspar Rull - Head of Sales Location: Spain LinkedIn Profile: https://www.linkedin.com/in/eduardogasparrull/ Profile Snapshot

• Energy: Pragmatic, action-oriented, fast-paced, fun
• Communication: Clear, concise, and straightforward
• Feedback Style: Honest, constructive, and continuous, no surprises

How to work with me - in the Manager's own words: “Fast-paced, collaborative, and with high expectations for execution and accountability. You will receive autonomy, trust, and support, but also be challenged to grow quickly and deliver strong results. Transparency and open communication are non-negotiable.” Your Team You’ll Work Day-to-day With

• The AE team: Marta Aguilar, Mauro Magni, Marta Saldaña, Juan Carlos, Jorge Leis
• The BDR team: Samuel Area, Alex Marcos, Antonio Perez, Claudia Prina
• Others on the team: Hector Carrascal (Insurance), Andrés Quiles (Insurance) and Julia Abarca (Country Manager)

Key Stakeholders

• Customer Success
• Marketing
• Product

Team Rituals

• Weekly Sales Meeting
• Weekly Team Spain Meeting
• Ongoing 1:1s focused on activity, follow-up, and improvement

💜 Access & Belonging (Equal Opportunity) We hire for impact and potential, not pedigree. We welcome applications from people with non-linear careers, career breaks, caregiving gaps, and those changing fields. No discrimination on the basis of age, disability, gender identity/expression, marital or family status, pregnancy, neurodivergence, race/ethnicity, religion/belief, gender, sexual orientation, or any other protected ground. Assessment Fairness We anchor on evidence of outcomes (what you shipped, moved, or influenced). We actively de-bias by using structured rubrics, multiple assessors, and blind screening most of the time (we won’t know your name, gender, or personal info until the interview stage). 📬 Application Clarity No cover letter required. Apply with your CVin English. You may be asked a few short, relevant questions. Total candidate time investment: ~3 hours end-to-end. 🧩 Hiring Stages (What to Expect, Why & How Long)

• Applications Screen — Signal check vs must-haves
• Done by People + Hiring Manager.
• You’ll hear from us within 8 business days.
• Role-Fit Questionnaire (async) Purpose: capture signals your CV can’t (languages, tools, scenario judgement) and calibrate seniority. Format: a few questions.
• People Interview - Allow us to know you better!
• 40 min With People. Stress-free virtual coffee, focused on getting to know you as a person. We talk about culture, beliefs, and purpose.
• Challenge Role Play - Let's peak into this role's challenges
• 60 min Exercises that represent potential challenges this role would have and how you'd approach them.
• Technical Interview - Technical deep dive
• 30 min Focused on insurance topics and industry knowledge relevant to the role.
• Final Conversation (C-Level) — Values, strategy, and your growth
• 30 min

Optional: References (2–3 people who’ve seen your recent work) - async. 🤖 AI & Hiring Tools Transparency We use a few tools to reduce bias and improve documentation, not to make hiring decisions.

• Teamtailor anonymisation: profiles are reviewed without relying on names/personal identifiers.
• Meeting recorder (e.g., Talka.ai): may be used to capture interviews so we can focus on the conversation.
• ChatGPT: may be used to turn interview notes/transcripts into clear, structured summaries.

Important: every application is reviewed by a human, and no decision or rejection is made by AI. If recording is used, we’ll be transparent and (where required) ask for consent. ⏱️ Speed & Communication

• Decision: within 4 weeks of your application.
• Updates: weekly if the process runs longer.
• Scheduling: interviews between 10:00–16:00 CET (flexible across Europe).
• Feedback: from the Case stage onwards, you’ll always receive written or verbal feedback - what went well, and what to strengthen next time.