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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 from $0 to ~$1B run rate in 2025.
You will manage a growing team of Mid-Market Account Executives reporting to the VP of Mid-Market Sales on the Employer Team. Your primary responsibility is leading the team in executing aggressive outbound sales efforts to introduce Handshake's platform to companies seeking to strengthen early talent strategies, enhance event attendance, improve candidate quality, and elevate brand presence.
Key responsibilities include:
- Managing, coaching, and developing a team of Mid-Market Account Executives
- Managing daily and weekly activities, pipelines, forecasts, and closed deals to ensure quota attainment through strong pipeline management
- Coordinating and conducting weekly one-on-one and team-wide pipeline reviews, meetings, and training sessions to drive continuous improvement and share best practices
- Collaborating across the Handshake Employer Business to develop sales strategies and monitor/analyze sales performance
- Leading aligned SDRs and partnering with marketing leadership to increase lead flow and improve pipeline conversion rates
- Helping establish optimal customer segmentation thresholds for Mid-Market, SMB, and self-serve segments based on historical data and business goals
You'll focus on outbound sales productivity, compelling product demonstrations, and closing deals. The role requires 3 days per week in the San Francisco office (M/W/Th) with remote flexibility for the remainder of the week.
Ideal candidates have experience managing Mid-Market Account Executives, selling into HR/Talent and L&D departments, and working in startup environments. Experience leading both Account Executives and Account Managers is a plus.
