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Handshake is a career platform powering 25 million job seekers, 1 million+ employers, and 1,600 educational institutions. The company recently launched Handshake AI, a rapidly growing AI data business that has scaled to ~$1B run rate, partnering with frontier AI labs and Fortune 500 companies.
As a Mid-Market Account Manager, you will own the commercial relationship with a portfolio of premium employer partners, driving gross dollar retention and expansion revenue. You will manage renewal cycles, identify and execute upsell and cross-sell opportunities, and build deep relationships with senior executives (Director, SVP, VP level) at your assigned accounts.
Key responsibilities include:
- Managing and renewing an assigned book of 50+ mid-market accounts with quota responsibility
- Prospecting within existing accounts to identify expansion opportunities across Handshake's product suite (including brand bundle products)
- Conducting discovery with executives, proving ROI, and positioning Handshake's value against key business issues
- Leading value conversations and competitive intelligence efforts
- Running Quarterly Business Reviews with data-driven insights
- Partnering closely with Customer Success Managers to ensure adoption and customer loyalty
- Serving as the internal advocate and escalation point for assigned accounts
- Traveling as needed for customer engagements
You will work 5 days per week onsite from the San Francisco office. The role requires 3-5+ years of SaaS account management or customer success experience, with 1-3+ years managing expansion and renewal revenue under quota. A track record of quota attainment and strong retention/expansion revenue history is essential.
