Mid-Market Account Manager

Handshake Mid Market Account ManagerAs 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 segmentLearn your book of business inside and out to effectively position Handshake's value proposition, always linking it back to key business issues of the customerDevelop and cultivate deep relationships with senior executives at the Director, SVP, and VP levels at our partnersDevelop new and creative ways to engage senior executives throughout the customer lifecycle and demonstrate Handshake's valuePartner closely with our Employer Customer Success Team to ensure customers adopt and are successful on HandshakeManage and present data and value-driven Quarterly Business ReviewsManage overall customer loyalty, serving as internal advocate and escalation point to customersBecoming a Handshake expert, learning the ins and outs of HR and higher ed TechMust be willing to work onsite from our SF / NYC office- expected 5 days a week. Must be willing to travel as needed for customer engagements.You Have3-5+ years of account management or customer success experience in SaaS1-3+ years managing expansion and renewal revenue with quota responsibilityTrack record of quota attainmentExperience managing 50+ accounts in a portfolio modelStrong history of retention and expansion revenueWe OfferHandshake 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 companyFinancial Wellness: 401(k) match, competitive compensation, financial coachingFamily Support: Paid parental leave, fertility benefits, parental coachingWellbeing: Medical, dental, and vision, mental health support, $500 wellness stipendGrowth: $2,000 learning stipend, ongoing developmentRemote & Office: Internet, commuting, and free lunch/gym in our SF officeTime Off: Flexible PTO, 15 holidays + 2 flex daysConnection: Team outings & referral bonusesExplore our mission, values, and comprehensive US benefits at joinhandshake.com/careers.