Mid Market Account Manager

About Handshake

Handshake is building the career network for the AI economy, backed by the largest and most trusted job network on the internet. As the only three-sided job marketplace connecting 18 million knowledge workers, 1,500 educational institutions, and 1 million employers, Handshake powers career discovery, hiring, and upskilling—from first internships to full-time roles, freelance work to gig work, and beyond.

Founded in 2014, we’ve built the most trusted platform for early talent—owning the college-to-career market and powering nearly every career center. Today we’re building on that foundation to help students and early professionals upskill or reskill for the future.

Now’s a great time to join Handshake. Here’s why:

• Category Leader: Over 92% coverage across US universities & 77% of total US university student population.

• Proven Market Demand: Deep employer partnerships across Fortune 500s and the world’s leading AI research labs.

• World-Class Team: Leadership from Scale AI, Open AI, xAI, Notion, Coinbase, and Palantir, just to name a few.

• Capitalized & Scaling: $434M raised with a $175M+ run rate.

About the Role

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

Desired Capabilities

• 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

Perks

Handshake delivers benefits that help you feel supported—and thrive at work and in life.

The below benefits are for full-time US employees.

🎯 Ownership: Equity in a fast-growing company

💰 Financial Wellness: 401(k) match, competitive compensation, financial coaching

🍼 Family Support: Paid parental leave, fertility benefits, parental coaching

💝 Wellbeing: Medical, dental, and vision, mental health support, $500 wellness stipend

📚 Growth: $2,000 learning stipend, ongoing development

💻 Remote & Office: Internet, commuting, and free lunch/gym in our SF office

🏝 Time Off: Flexible PTO, 15 holidays + 2 flex days

🤝 Connection: Team outings & referral bonuses

Explore our mission, values, and comprehensive US benefits at joinhandshake.com/careers.