---
title: 'Mid-Market Account Manager at Handshake'
canonical: 'https://feeny.ai/job/mid-market-account-manager-handshake-san-francisco-j3rh3zgnab84'
type: 'job'
last_seen: '2026-10-14'
---

# Mid-Market Account Manager at Handshake

- **Company:** [Handshake](https://feeny.ai/companies/handshake)
- **Location:** San Francisco, CA
- **Employment:** full-time
- **Work type:** hybrid
- **Posted:** 2026-08-12
- **Last confirmed live:** 2026-10-14
- **Apply:** https://jobs.ashbyhq.com/handshake/99956455-d4f7-4044-9ebd-d7f0d469d165

## Job description

## 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 / NYC office- expected 3 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)

## About Handshake

## Company Overview
- **One-liner**: Handshake is the career network for the AI economy, connecting job seekers with internships, full-time roles, freelance gigs, and AI training work through a three-sided marketplace.
- **Entity Type**: Private (Series F; total funding $434M across 6 rounds)
- **Headquarters**: San Francisco, California, USA
- **Founded**: 2014
- **Founders**: Garrett Lord (CEO), Ben Christensen, Scott Ringwelski

## Core Business
- **Primary industry**: Career platform / Job marketplace / AI workforce infrastructure
- **Target customers**: B2C (job seekers, from students to experienced professionals) and B2B (employers including 100% of Fortune 500 and all foundational AI labs; also educational institutions)
- **Mission**: Expand access and improve outcomes for job seekers, helping the workforce stay ahead in the AI economy.

## Products & Services
- **Handshake Core Platform**: A three-sided marketplace connecting 25 million knowledge workers, 1,600+ schools, and 1 million employers. Features dynamic profiles, intelligent job matching, and interactive skill-building.
- **Handshake AI Enterprise**: AI-powered tools for employers and job seekers, including AI-driven matching, safety features, and pay management.
- **AI Trainer Gigs**: Paid, flexible, remote work for individuals to train and evaluate AI models (e.g., AI Evaluation Specialist, up to $40/hr) – no prior AI experience required.
- **Handshake Network**: Community events, career advice, and networking for students, experts, and professionals in AI and other fields.

## Market Standing
- **Valuation/Market Cap**: Not publicly disclosed
- **Key Metric**: Total funding $434M (6 rounds); annual revenue $56.5M (LinkedIn estimate)
- **Notable Investors/Partners**: Board includes representatives from General Catalyst, Kleiner Perkins, EQT Ventures, True Ventures, and Niantic. Strategic partners include 100% of the Fortune 500 and foundational AI labs.
- **Growth Signals**: Headcount at 5,272 employees (+708.8% YoY per LinkedIn); 1M+ companies on platform; 25M users; expansion into AI trainer gig economy; new roles in HAI (Handshake AI Enterprise) such as Applied AI Engineer, AI Platform Engineer, and Forward Deployed Engineer.

## Competitive Advantages
- **Network effects**: The only three-sided marketplace linking students, employers, and educational institutions at scale.
- **AI-first positioning**: Deep integration of AI into job matching, skill-building, and new freelance training roles – creating a unique ecosystem for the AI economy.
- **Trusted by elite institutions**: 1,600+ partner schools and every Fortune 500 company provides unparalleled reach into early-career talent.

## Strategic Focus
- **AI economy expansion**: Building the “career network for the AI economy” – expanding beyond college students to all knowledge workers, and adding AI training gigs as a new revenue and engagement stream.
- **Product innovation**: Heavy investment in Handshake AI Enterprise (HAI), including AI matching, safety, and pay infrastructure.
- **Global scaling**: Offices in San Francisco, New York, UK, and Bangalore; operating in 32 countries.

## Why Work Here
- **Culture**: Values include “Students first,” “Leave nothing to chance,” “Own the outcome,” “Invent and reinvent,” and “Olympic pace.” Emphasis on ownership, urgency, and constant evolution.
- **Remote/Hybrid policy**: Many roles are based in San Francisco or New York, but some positions (e.g., Trust & Safety Specialist, Support Specialist) are remote in the US. Recent openings show both office and remote options.
- **Benefits**: Health & wellness support, financial support, time off, modern offices with meals, snacks, and social activities. Strong focus on career growth and learning.
- **Career growth**: Rapid headcount growth suggests ample internal mobility; roles range from engineering (ML, AI, data) to customer success, partnerships, and product management.

## Sources
1. [joinhandshake.com/about](https://joinhandshake.com/about/)
2. [joinhandshake.com/careers](https://joinhandshake.com/careers/)
3. [linkedin.com/company/team-handshake](https://www.linkedin.com/company/team-handshake)
4. [joinhandshake.com](https://joinhandshake.com/)

## Other roles at Handshake

- [Software Engineer II, Reinforcement Learning Environments](https://feeny.ai/job/software-engineer-ii-reinforcement-learning-environments-handshake-india-fra8kaeep512) — India
- [Member of Technical Staff, Coding Agents](https://feeny.ai/job/member-of-technical-staff-coding-agents-handshake-san-francisco-3enam33akj0c) — San Francisco, CA
- [Partnerships Lead - Integrations & Ecosystem](https://feeny.ai/job/partnerships-lead-integrations-ecosystem-handshake-united-states-tspy61x42312) — United States
- [Member of Technical Staff, Post-Training (India)](https://feeny.ai/job/member-of-technical-staff-post-training-india-handshake-india-cxbfffpyvn0v) — India
- [Member of Technical Staff, AI Engineering (India)](https://feeny.ai/job/member-of-technical-staff-ai-engineering-india-handshake-india-ntg51nad631j) — India
- [Senior Marketing Manager - Fellows](https://feeny.ai/job/senior-marketing-manager-fellows-handshake-san-francisco-jc7g3q2bdryk) — San Francisco, CA
- [HR, Manager - India](https://feeny.ai/job/hr-manager-india-handshake-india-vxw9svjvsrhj) — India
- [Forward Deployed Engineer I](https://feeny.ai/job/forward-deployed-engineer-i-handshake-india-v1y7tgkpw6yz) — India
- [Marketing Lead](https://feeny.ai/job/marketing-lead-handshake-nashville-ft3br6nsqvnz) — Nashville, TN
- [Machine Learning Engineer](https://feeny.ai/job/machine-learning-engineer-handshake-san-francisco-030gj3b0c6ts) — San Francisco, CA