Mid-Market Account Manager

Handshake was founded on a simple belief that everyone deserves a path to a great career, regardless of where they went to school or who they know. Today, we power 25 million job seekers, 1 million+ employers, and 1,600 educational institutions.

In 2025, we started Handshake AI and built the fastest-growing AI data business in history. We work directly with frontier AI lab researchers to create evaluations, publish benchmarks, and push the boundary of data. We’ve grown from $0 to ~$1B run rate and pay ~$60M to over 30K individuals every month.

As a Mid Market Account Manager, you will own gross dollar retention and drive growth across your book of business. You will be responsible for running renewal cycles, prospecting within your existing accounts to identify expansion opportunities, and upselling and cross selling throughout your book of business. This includes discovery with executives, proving ROI and value, and partnering with CSMs who manage risk and adoption at the end-user level.

You will work closely with your CSM counterpart but own the commercial relationship. You will lead value conversations, run competitive intel as needed, forecast renewal outcomes, and build strategies to increase account penetration. You will also be expected to identify new buying centers when relevant, including functions like marketing that engage with Handshake’s brand bundle products. You will also:

• Effectively renew, upsell and cross-sell an assigned book of business of existing premium employer partners primarily in the Mid Market segment

• Learn your book of business inside and out to effectively position Handshake’s value proposition, always linking it back to key business issues of the customer

• Develop and cultivate deep relationships with senior executives at the Director, SVP, and VP levels at our partners

• Develop new and creative ways to engage senior executives throughout the customer lifecycle and demonstrate Handshake’s value

• Partner closely with our Employer Customer Success Team to ensure customers adopt and are successful on Handshake

• Manage and present data and value-driven Quarterly Business Reviews

• Manage overall customer loyalty, serving as internal advocate and escalation point to customers

• Becoming a Handshake expert, learning the ins and outs of HR and higher ed Tech

Must be willing to work onsite from our SF office- expected 5 days a week.
Must be willing to travel as needed for customer engagements.

• 3-5+ years of account management or customer success experience in SaaS

• 1-3+ years managing expansion and renewal revenue with quota responsibility

• Track record of quota attainment

• Experience managing 50+ accounts in a portfolio model

• Strong history of retention and expansion revenue