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Handshake
Senior Manager, Mid Market Sales
Edtech.com's Summary
Handshake is hiring a Senior Manager of Mid-Market Sales to lead and develop a sales team focused on expanding Handshake's platform to companies aiming to improve their early talent strategies. This role involves managing outbound sales efforts, coaching account executives, coordinating pipeline reviews, and collaborating with marketing and internal teams to enhance sales performance and pipeline conversion.
Highlights
- Lead and coach a growing team of Mid-Market Account Executives.
- Manage daily and weekly sales activities, pipelines, forecasts, and deals to exceed targets.
- Coordinate pipeline reviews, meetings, and training sessions to drive continuous improvement.
- Collaborate with Handshake Employer Business teams to develop sales strategies and monitor performance.
- Partner with SDRs and marketing leadership to increase lead flow and improve pipeline conversion rates.
- Optimize customer segmentation for Mid-Market, SMB, and self-serve based on data and business goals.
- Experience selling to HR, talent acquisition, and learning & development departments is a plus.
- Experience leading both Account Executives and Account Managers is preferred.
- Equity in a fast-growing company, competitive compensation, and comprehensive benefits including 401(k) match, parental leave, and wellness support.
- Flexible PTO, remote work combined with in-office collaboration, and professional development stipends provided.
Senior Manager, Mid Market Sales 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. 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 is hiring a Senior Manager of Mid-Market Sales reporting to the VP of Mid-Market Sales on the Employer Team. This individual will be responsible for managing a team of people responsible for introducing Handshake’s innovative platform to companies looking to strengthen their early talent strategies, enhance event attendance, improve candidate quality, and elevate brand presence.
You’ll lead a sales team in executing aggressive outbound efforts, driving value-based story telling and sales strategies to increase engagement and pipeline. This role requires a strong focus on outbound sales productivity, clear and compelling product demos, and leading the team to successfully close deals.
This person will be expected to work 3 days out of our SF hub (M/W/Th) and remote the remainder of the time to help facilitate collaboration and get face time with the team.
- Manage, coach and develop a growing team of Mid-Market Account Executives
- Manage daily and weekly activities, pipelines, forecasts and closed deals to ensure above-quota results based on successful pipeline management
- Coordinate and manage weekly one-on-one and team-wide pipeline reviews, meetings, and training sessions to ensure ongoing improvement and best practice sharing
- Collaborate closely across the extended Handshake Employer Business to develop sales strategies and monitor, analyze and improve sales performance
- Lead aligned SDRs and work with the marketing leadership team to increase lead flow and drive stronger pipeline conversion rates
- Help reestablish optimal thresholds for Mid-Market, SMB and self-serve customer segmentation based on historical data and future business goals
You Have
Must haves:
- Manage, coach and develop a growing team of Mid-Market Account Executives
- Manage daily and weekly activities, pipelines, forecasts and closed deals to ensure above-quota results based on successful pipeline management
- Coordinate and manage weekly one-on-one and team-wide pipeline reviews, meetings, and training sessions to ensure ongoing improvement and best practice sharing
- Collaborate closely across the extended Handshake Employer Business to develop sales strategies and monitor, analyze and improve sales performance
- Lead aligned SDRs and work with the marketing leadership team to increase lead flow and drive stronger pipeline conversion rates
- Help reestablish optimal thresholds for Mid-Market, SMB and self-serve customer segmentation based on historical data and future business goals
Bonus Points:
- Experience selling into HR/Talent departments
- Experience selling into talent acquisition and L&D leaders
- Experience leading both Account Executives and Account Managers
- Experience in a startup environment
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.
🎯 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
💰 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.
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