Partnerships Lead - Integrations & Ecosystem

Handshake; United States; Hybrid; USD 276,000 - 345,000; Full time

Benefits offered by this job

Equity

401(k) match

Parental leave

Fertility benefits

Mental health support

Wellness stipend

Learning stipend

Team outings

Job summary

Handshake is seeking a senior Partnerships Lead - Integrations & Ecosystem to own the multi-year integration and data-partnership strategy. You will shape the product roadmap with engineering and product leaders, align GTM with partners, and turn partnership ideas into signed deals and shipped integrations.

You will manage end-to-end partnerships, scale data collaborations, and drive adoption while working cross-functionally with sales, marketing, and customer success in a fast-growing

Qualifications

• Experience owning integrations or ecosystem-partnerships end to end in HR tech or sales tech (CRM/ATS).
• Proven track record sourcing, negotiating, and closing large partnerships: API integrations, data licensing, or co-marketing.
• Strong knowledge of ATS and CRM integrations: APIs, webhooks, data mapping, sync issues.
• Extensive network at ATS vendors, HCM platforms, or data providers for activation.
• Executive presence to align product, engineering, and GTM leadership and influence without authority.
• Comfort operating with ambiguity and delivering strategy plus execution.
• Clear writing and sound judgement on data privacy and commercial terms.

Responsibilities

• Set our ATS integration strategy and prioritize initiatives across major vendors.
• Source, negotiate, and close end-to-end partnerships including API access and data licensing.
• Own and nurture existing ATS and data-partner relationships; monitor health and adoption.
• Grow third-party data partnerships to enrich product and go-to-market data.
• Translate partner needs into product requirements; define API and data-sharing scope.
• Turn partnerships into revenue by enabling sales and CS to leverage integrations.

Skills

Integrations strategy

Partnerships

ATS integrations

CRM integrations

APIs & webhooks

Data licensing

Negotiation

Tools

APIs

Webhooks

Unified APIs

Job description

OTE $276K – $345K Offers Equity.

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. 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.

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

ABOUT THE ROLE

Handshake only works for employers if it fits the stack they already run — their ATS, their CRM, and the data that powers both. As Partnerships Lead - Integrations & Ecosystem, you'll be the single-threaded owner of that ecosystem: setting our multi-year integration and data-partnership strategy, deciding which ATS integrations we build next, keeping existing partners healthy and growing, and bringing on the data partners that make our employer products smarter. You'll operate as the senior-most partnerships voice in the room — shaping the product roadmap with engineering and product leaders, aligning go-to-market, and representing Handshake to our most important partners. You'll turn 'we should integrate with X' into a signed deal, a shipped integration, and measurable adoption. This is a hands-on senior IC role — equal parts strategy and execution.

• Set our ATS integration strategy — map the landscape (Workday, Greenhouse, iCIMS, SuccessFactors, Oracle, Lever, Ashby) against our customers and pipeline to decide where to build, buy, or partner, and in what order
• Source, negotiate, and close integration and data partnerships end to end — marketplace listings, API access, co-marketing, rev share, and data licensing
• Own our existing ATS and data partners — run QBRs, track integration health and adoption, and resolve issues before customers feel them
• Grow third-party data partnerships that make our employer and candidate data richer and more reliable for product and go-to-market teams
• Translate partner needs for product and engineering — write clear requirements, scope API and data-sharing work, and keep integration launches on schedule
• Turn partnerships into a revenue lever — equip sales and CS to sell integrations and measure partner-influenced pipeline

YOU HAVE

• A track record of owning an integrations or ecosystem-partnerships area end to end — ideally having built or scaled it — in HR tech (ATS, HCM, recruiting software) or sales tech (CRM, sales engagement, sales intelligence)
• A history of sourcing, negotiating, and closing large, complex, strategic partnerships: API integrations, marketplace listings, co-marketing, or data licensing deals
• Working knowledge of how ATS and CRM integrations work in practice — APIs, webhooks, unified-API providers (Merge, Kombo), data mapping, and sync failures
• A strong existing network at ATS vendors, HCM platforms, and data providers you can activate on day one
• The judgment and executive presence to align senior product, engineering, and go-to-market leaders and influence without authority
• Comfort operating with ambiguity — you build the strategy and do the work, without a team under you
• Clear writing and sharp judgment on commercial terms, data privacy, and compliance

Bonus points

• Experience structuring data licensing or data-sharing agreements, from either side of the table
• Time at an ATS vendor, a unified-API company, or a marketplace team
• Familiarity with early-career or university recruiting

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 http://joinhandshake.com/careers.