Your impact

We’re looking for a Senior Manager of Mid Market Account Management to join our Employer Sales Team—working with top employers across the nation to drive their early talent recruiting strategy. You will serve as the primary leader for the Mid Market and Tech Touch segments of existing partnerships, reporting to the VP of Sales. You’ll own the strategy and execution across a defined customer segment, balancing growth, retention, and efficiency goals. This includes close collaboration with Customer Success and other cross-functional partners to drive measurable customer outcomes.

This high-impact role combines people management, revenue ownership, and program development. You’ll lead a team responsible for driving net new ARR growth, expansion within existing accounts, and industry-leading retention through strong customer relationships and value delivery. In addition to leading our core Mid Market AM team, you’ll also own our Scaled Account Management program—developing the strategy, tools, and motions needed to efficiently serve a broad base of customers with high-impact, low-touch engagement.

Your role

• Lead a team of ~8 Mid Market Account Managers and 1 Scaled Account Manager, guiding them to deliver on customer goals and achieve company revenue objectives
• Hire, coach, and develop a high-performing AM team; build robust enablement, onboarding, and training content to support their success
• Carry and exceed a team quota tied to growth (nnARR), and retention (GDR)
• Accurately forecast team performance, manage pipeline, and report on progress to goals
• At Handshake, leaders are responsible for the outcomes of their team, which means we’re often in the field with them
• Define and scale the Scaled Account Management program to drive efficient, tech-enabled customer coverage and success
• Collaborate deeply with Customer Success to ensure aligned account planning, onboarding, adoption, and value realization and partner cross-functionally with Marketing, Sales Ops, New Business leadership and Product to deliver resources and programs that empower the AM team

Your experience

• A minimum of 5 years in a revenue closing role
• A minimum of 5 years managing a team of quota-carrying individual contributors in Mid Market Saas
• Proven track record of success consistently hitting team and individual quota
• Experience preparing renewal proposals, forecasting, and strategic account planning
• Experience with an evangelical sale, selling discretionary B2B software to executives at Fortune 500 companies
• Experience using product usage data, customer outcomes, and performance metrics to demonstrate value and justify expansion
• A polished communicator with professional, executive-facing sales presentation skills
• Experience leading in a high-growth business environment like Handshake
• A true business athlete, with the ability to self-start, adapt quickly, and dive in

Compensation range

• $212,000 - $265,000 OTE + RSUs