Mid-Market Account Manager

Edtech.com's Summary

Handshake is hiring a Mid-Market Account Manager. The role requires managing renewal cycles, driving growth, and expanding existing premium employer partner accounts by building deep relationships with senior executives, delivering value, and collaborating closely with Customer Success Managers to ensure account retention and adoption.

Highlights

Manage renewal, upsell, and cross-sell activities for a book of premium mid-market employer partners.
Develop strong executive relationships at Director, SVP, and VP levels to expand account penetration.
Collaborate with Employer Customer Success Team to support customer adoption and success.
Lead value conversations, conduct competitive analysis, and forecast renewal outcomes.
Present data-driven Quarterly Business Reviews and act as the customer advocate internally.
Required experience: 3-5+ years in SaaS account management or customer success with quota responsibility.
Manage portfolios of 50+ accounts with a proven track record of retention and expansion revenue.
Familiarity with HR and higher education technology is preferred.
Compensation includes competitive salary, equity ownership, 401(k) match, and financial coaching.
Comprehensive benefits package with medical, dental, vision, parental leave, wellness stipend, and growth opportunities.

Mid-Market Account Manager Full Description

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 upskillingâfrom first internships to full-time roles, freelance work to gig work, and beyond.

Founded in 2014, weâve built the most trusted platform for early talentâowning the college-to-career market and powering nearly every career center. Today weâre building on that foundation to help students and early professionals upskill or reskill for the future.

Nowâs a great time to join Handshake. Hereâs 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 worldâs 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.

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 Handshakeâs 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 Handshakeâs 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 Handshakeâs 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

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

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

The below benefits are for full-time US employees.

ð¯ Ownership: Equity in a fast-growing company

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

ð¼ Family Support: Paid parental leave, fertility benefits, parental coaching

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

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

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

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

ð¤ Connection: Team outings & referral bonuses

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

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Original Job Description