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Handshake powers 25 million job seekers, 1 million+ employers, and 1,600 educational institutions. The company recently launched Handshake AI, a rapidly growing AI data business working with frontier AI labs and Fortune 500 partners.
As Partnerships Lead - Integrations & Ecosystem, you will be the single-threaded owner of Handshake's integration and data-partnership strategy. This is a hands-on senior individual contributor role combining strategy and execution.
Key responsibilities:
- Set ATS integration strategy by mapping the landscape (Workday, Greenhouse, iCIMS, SuccessFactors, Oracle, Lever, Ashby) against customer base and pipeline to determine build, buy, or partner priorities
- Source, negotiate, and close integration and data partnerships end-to-end, including marketplace listings, API access, co-marketing, revenue share, and data licensing
- Own existing ATS and data partners through quarterly business reviews, integration health tracking, adoption monitoring, and proactive issue resolution
- Grow third-party data partnerships that enhance employer and candidate data quality and reliability for product and go-to-market teams
- Translate partner requirements for product and engineering teams, writing clear specifications, scoping API and data-sharing work, and maintaining integration launch schedules
- Position partnerships as a revenue lever by equipping sales and customer success teams to sell integrations and measure partner-influenced pipeline
You will operate as the senior-most partnerships voice, shaping the product roadmap with engineering and product leaders, aligning go-to-market strategy, and representing Handshake to key partners. You'll convert strategic opportunities ("we should integrate with X") into signed deals, shipped integrations, and measurable adoption.
Requirements:
- Track record of owning an integrations or ecosystem-partnerships area end-to-end, ideally having built or scaled one, in HR tech (ATS, HCM, recruiting software) or sales tech (CRM, sales engagement, sales intelligence)
- History of sourcing, negotiating, and closing large, complex, strategic partnerships including API integrations, marketplace listings, co-marketing, or data licensing deals
- Working knowledge of how ATS and CRM integrations function in practice: APIs, webhooks, unified-API providers (Merge, Kombo), data mapping, and sync failure troubleshooting
- Strong existing network at ATS vendors, HCM platforms, and data providers that can be activated immediately
- Executive presence and judgment to align senior product, engineering, and go-to-market leaders and influence without direct authority
- Ability to operate with ambiguity, building strategy and executing independently without a team reporting to you
- Strong writing skills and sharp judgment on commercial terms, data privacy, and compliance
Bonus qualifications:
- Experience structuring data licensing or data-sharing agreements from either side
- Background at an ATS vendor, unified-API company, or marketplace team
- Familiarity with early-career or university recruiting
