Mid-Market Account Manager

handshake; San Francisco (CA); On-site; USD 80,000 - 120,000; Full time

Benefits offered by this job

Equity in a fast-growing company

401(k) match

Paid parental leave

Medical, dental, and vision

$500 wellness stipend

$2,000 learning stipend

Flexible PTO

Team outings

Job summary

Handshake is actively seeking a Mid Market Account Manager in San Francisco to drive growth and manage existing accounts. You will be responsible for renewals, expansion, and building strong relationships with senior executives at various partner organizations.

This role requires 3-5 years of account management or customer success experience. Handshake offers a competitive benefits package, including equity, flexible PTO, and a $2,000 learning stipend.

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

• Own gross dollar retention and drive growth across assigned accounts.
• Run renewal cycles, prospect for expansion opportunities, upsell and cross sell.
• Develop deep relationships with senior executives.
• Manage and present data-driven Quarterly Business Reviews.
• Become a Handshake expert on HR and higher ed Tech.

Skills

Account management

Customer success

SaaS

Expansion revenue

Retention

Job description

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.

Work closely with your CSM counterpart but own the commercial relationship. Lead value conversations, run competitive intel as needed, forecast renewal outcomes, and build strategies to increase account penetration. Identify new buying centers as relevant, including functions such as 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
• Become 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.

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

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.