Director, Mid Market Account Management

Everyone is welcome at Handshake. We know diverse teams build better products and we are committed to creating an inclusive culture built on a foundation of respect for all individuals. We strongly encourage candidates from non-traditional backgrounds, historically marginalized or underrepresented groups to apply.
Your impact
We’re looking for a Director 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 experience 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

• $244,000 - $305,000 OTE + RSUs
  

For cash compensation, we set standard ranges for all U.S.-based roles based on function, level, and geographic location, benchmarked against similar stage growth companies. In order to be compliant with local legislation, as well as to provide greater transparency to candidates, we share salary ranges on all job postings regardless of desired hiring location. Final offer amounts are determined by multiple factors, including geographic location as well as candidate experience and expertise, and may vary from the amounts listed above.
About Us
Handshake is the career platform for Gen Z. With a community of over 17 million students, alumni, employers, and career educators, Handshake’s network is where career advice and discovery turn into first, second, and third jobs. Nearly 1 million companies use Handshake to build their future workforce—from Fortune 500 to federal agencies, school districts to startups, healthcare systems to small businesses. Handshake is built for where you’re going, not where you’ve been.
When it comes to our workforce strategy, we’ve thought deeply about how work-life should look at Handshake. With our hybrid-work model, employees benefit from collaboration and shared team experiences three days per week in our vibrant offices, and enjoy the flexibility of remote work two days per week (unless noted in the specific job posting). Handshake is headquartered in San Francisco, with offices in New York, London, and Berlin.
What We Offer
At Handshake, we'll give you the tools to feel healthy, happy and secure.
Benefits Below Apply To US Employees In Full-time Positions.

• Equity and ownership in a fast-growing company.
• 16 Weeks of paid parental leave for birth giving parents & 10 weeks of paid parental leave for non-birth giving parents.
• Comprehensive medical, dental, and vision policies including LGTBQ+ Coverage. We also provide resources for Mental Health Assistance, Employee Assistance Programs and counseling support.
• Generous learning & development opportunities and an annual $2,000 stipend for you to grow your skills and career.
• Financial coaching through Origin to help you through your financial journey.
• ???? Monthly internet stipend and a brand new MacBook to allow you to do your best work.
• Monthly commuter stipend for you to expense your travel to the office (for office-based employees).
• Free lunch provided 3x a week across all offices.
• Referral bonus to reward you when you bring great talent to Handshake.
• 401k Match: Handshake offers a dollar-for-dollar match on 1% of deferred salary, up to a maximum of $1,200 per year.
• All full-time US-based Handshakers are eligible for our flexible time off policy to get out and see the world. In addition, we offer 13 standardized holidays, and 2 additional days of flexible holiday time off. Lastly, we have a Winter #ShakeBreak, a one-week period of Collective Time Off.
• Handshake offers $500 home office stipend for you to spend during your first 3 months to create a productive and comfortable workspace at home.
• Family support: Parental leave coaching and support provided by Parentaly. We partner with Maven Clinic to provide a lifetime coverage up to $15K for expenses related to fertility and family forming!
• Lifestyle Savings Account: We offer you an annual stipend of $500 to use for purchases such as fitness classes, gym memberships, work-from-home setup, and more.
  

Looking for more? Explore our mission, values and comprehensive US benefits at joinhandshake.com/careers.
Handshake is committed to providing reasonable accommodations in our recruitment processes for candidates with disabilities, sincerely held religious beliefs or other reasons protected by applicable laws. If you need assistance or reasonable accommodation, please let your recruiter know during initial communications. #J-18808-Ljbffr