Mid-Market Account Manager

Edtech.com's Summary

Handshake is hiring a Mid-Market Account Manager to own gross dollar retention and drive growth across a book of business. The role involves managing renewal cycles, prospecting within existing accounts for expansion opportunities, upselling, cross-selling, and partnering with Customer Success Managers to ensure adoption and mitigate risk.

Highlights

Manage renewal, upsell, and cross-sell activities for premium Mid Market employer partners
Develop and maintain strong relationships with senior executives (Director, SVP, VP levels)
Lead value conversations, competitive analysis, forecasting, and strategy to increase account penetration
Partner closely with Employer Customer Success Team to drive customer adoption and success
Present data-driven Quarterly Business Reviews to demonstrate Handshake's value
Manage overall customer loyalty and serve as an internal advocate and escalation point
Must be willing to work onsite in San Francisco five days per week and travel as needed
Required experience: 3-5+ years in SaaS account management or customer success, with 1-3+ years managing expansion and renewal revenue and quota responsibility
Experienced in managing 50+ accounts and achieving strong retention and expansion revenue
Benefits include equity ownership, 401(k) match, paid parental leave, medical/dental/vision, $2,000 learning stipend, flexible PTO, and more

Mid-Market Account Manager Full 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.

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. Weâve 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 worldâs 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 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

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

Handshake delivers benefits that help you feel supported and 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 .

Original Job Description