Mid Market Account Manager

• 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
• 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 travel as needed for customer engagements

Benefits

• Health Insurance: Comprehensive medical , dental, and vision coverage
• Fertility and family forming: Through a partnership, Handshake offers comprehensive family benefits, including infertility treatments and a $15K stipend, to its employees.
• LGTBQ+ coverage: All medical plans cover transgender services.
• Mental health: Discounts on a variety of wellness apps and an Employee Assistance Program with access to five free counseling sessions.
• Tax savings: Tax-advantaged benefits to save money on healthcare, dependent care, and other expenses.
• Life & disability insurance: Essential benefits and automatic coverage with basic life insurance, plus short-term and long-term disability coverage.
• 401k match: Dollar-for-dollar match up to 1% of pay, with a max of $1,200 per year.
• Equity: Our equity program includes grants at hire, refresher grants after two years of tenure, and grants alongside promotions.
• Financial management: Handshake partners to provide free professional financial planning services.
• Learning & development: Employees are provided with an annual stipend to use towards professional development, career development workshops, manager trainings, and 1-on-1 coaching through external partnerships
• Community leader support: Employee Resource Group leaders are compensated with a quarterly bonus for the high-impact work the role requires
• Parental leave: Leaves of 16 weeks for birth-giving parents and 10 weeks for non-birth-giving parents; the policy applies to adoptions as well. Handshake also partners to provide one-on-one coaching on preparing for leave and coming back from leave
• Flexible time off: No accrued time off or waiting period to take vacation. Two paid flexible holiday days off to observe holidays that closely align with religious, cultural, and personal needs
• Sabbatical: Paid six-week sabbatical to recharge and reset beginning at six years of continuous, full-time employment, and every four years thereafter
• Volunteer time off: Two days off for social and civil activism, volunteer work, and/or any related activities, including attending and participating in protests

• Strong history of retention and expansion revenue
• Track record of quota attainment
• 1-3+ years managing expansion and renewal revenue with quota responsibility
• Experience managing 50+ accounts in a portfolio model
• 3-5+ years of account management or customer success experience in SaaS