Handshake
Mid-Market Account Manager
🇺🇸 San Francisco, CA
🕑 Full-Time
💰 TBD
💻 Customer Success
🗓️ November 21st, 2025
Edtech.com's Summary
- Manage renewal cycles, upsell, and cross-sell within a mid-market book of business.
- Build and maintain relationships with senior executives (Director, SVP, VP) at partner organizations.
- Lead value conversations, competitive analysis, and forecast renewal outcomes.
- Collaborate closely with Employer Customer Success Team to drive customer adoption and success.
- Conduct data-driven Quarterly Business Reviews and advocate for customer loyalty internally.
- Required experience: 3-5+ years in SaaS account management or customer success; 1-3+ years managing expansion and renewal revenue with quota responsibility.
- Manage portfolios of 50+ accounts and have a strong track record of retention and revenue expansion.
- Compensation includes equity, competitive salary, 401(k) match, and financial coaching.
- Benefits include paid parental leave, fertility support, medical/dental/vision coverage, mental health resources, $500 wellness stipend, and $2,000 learning stipend.
- Additional perks: flexible PTO, holidays, remote/in-office support, team outings, and referral bonuses.
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.
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 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
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 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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