Mid-Market Account Manager

Handshake

San Francisco, CA

On-siteCareer-pivot friendly

Who this role is best for

A natural match if you have experience managing SaaS accounts in the Mid Market segment and working with senior executives.

Best fit for

Candidates with 3-5 years of SaaS account management experience and a track record of managing expansion and renewal revenue
— “3-5+ years of account management or customer success experience in SaaS”
Individuals who have managed 50+ accounts and can demonstrate retention and expansion success
— “Experience managing 50+ accounts in a portfolio model”

Things to consider

Onsite requirement in San Francisco may limit remote flexibility
— “Must be willing to work onsite from our SF office- expected 5 days a week.”
Travel expectations can be significant for customer engagements
— “Must be willing to travel as needed for customer engagements.”

How to stand out

Highlight your ability to lead value conversations with senior executives in your resume and interviews
— “Develop and cultivate deep relationships with senior executives at the Director, SVP, and VP levels at our partners”
Emphasize your experience with data-driven QBRs and ROI demonstrations
— “Manage and present data and value-driven Quarterly Business Reviews”
Showcase your strategic thinking in account penetration and expansion strategies
— “Build strategies to increase account penetration”

Pace · Fast PacedCollaboration · HighAutonomy · MediumDecision Impact · TeamLevel · Mid

Derived from job-description analysis by Serendipath's career intelligence engine.

What success looks like

effectively renewed, upsold, and cross-sold an assigned book of business
developed and cultivated deep relationships with senior executives
partnered closely with Employer Customer Success Team

Typical background

3-5+ years of account management or customer success experience in SaaStrack record of quota attainment

Skills & requirements

Required

Account ManagementCustomer SuccessRenewal CyclesExpansion OpportunitiesUpselling And Cross-selling

Preferred

Discovery With ExecutivesCompetitive IntelligenceForecasting Renewal OutcomesStrategic Planning

Stack & domain

Account ManagementCustomer SuccessRenewal CyclesProspectingExpansion OpportunitiesUpsellingCross-sellingDiscoveryROIValueRisk ManagementCustomer AdoptionCustomer LoyaltyHRHigher Ed TechSalesCustomer ServiceNegotiationCommunicationLeadershipTeamworkProblem-solvingStrategic ThinkingData AnalysisCustomer Relationship Management

About the role

Original posting from Handshake via Ashby

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
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 Handshake’s 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 Handshake’s 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 Handshake’s 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.
🎯 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. http://joinhandshake.com/careers.Your

Source: Handshake careers (Ashby)