Mid-Market Account Manager

Chris Baily; New York (NY); On-site; USD 136,000 - 170,000; Full time

Benefits offered by this job

Equity

401(k) match

Parental leave

Wellbeing benefits

Learning stipend

Remote & Office

Job summary

Handshake is seeking a Mid Market Account Manager to own renewal cycles, identify expansion within existing premium employer partners, and drive upsell and cross-sell opportunities. You will build strong relationships with senior executives and lead data-driven quarterly business reviews to demonstrate Handshake’s value.

You will be responsible for managing a large portfolio, working closely with CSMs to manage risk and adoption, and traveling to engage customers as needed from our SF/NYC

Qualifications

• 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.

Responsibilities

• Renew, upsell, and cross-sell an assigned book of business.
• Position Handshake’s value with executives and ROI proof.
• Lead value conversations and develop growth strategies for accounts.
• Partner with the Employer Customer Success Team to ensure adoption and success.
• Travel as needed for customer engagements and onsite work in SF/NYC.

Skills

Account management

Customer success

SaaS

Job description

About Handshake

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.

Why join Handshake now

Shape how every career evolves in the AI economy, at global scale, with impact your friends, family and peers can see and feel

Partner hand-in-hand with world-class AI labs, Fortune 500 partners and the world’s top educational institutions

Work together with engineers, scientists, operators, and more from Palantir, Meta, Scale AI, and former YC founders

Build a massive, fast-growing business with billions in revenue

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.

• 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 / NYC office- expected 5 days a week.
• Must be willing to travel as needed for customer engagements.

You Have

• 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

We Offer

• 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.

Compensation Range: $136K - $170K