Senior Manager, Mid Market Sales at Handshake (San Francisco, CA)
Handshake· San Francisco, CA·
Role details
Handshake at a glance
Handshake is the career network for the AI economy, pairing a three-sided student-employer-school job marketplace with a fast-growing AI training-data business that supplies frontier labs.
Handshake runs a three-sided marketplace connecting job seekers, employers, and college career centers, with matching, profiles, and skill-building. In 2025 it launched Handshake AI, which turns its network of educated members into a contractor workforce that produces training data and evaluations for frontier AI labs.
$434M raised · latest: Series F · $200M · Jan 2022 · $3.5B valuation · backed by Coatue Management, Valiant Peregrine Fund, Kleiner Perkins, Spark Capital
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
ABOUT THE ROLE
Handshake is hiring a Senior Manager of Mid-Market Sales reporting to the VP of Mid-Market Sales on the Employer Team. This individual will be responsible for managing a team of people responsible for introducing Handshake’s innovative platform to companies looking to strengthen their early talent strategies, enhance event attendance, improve candidate quality, and elevate brand presence.
You’ll lead a sales team in executing aggressive outbound efforts, driving value-based story telling and sales strategies to increase engagement and pipeline. This role requires a strong focus on outbound sales productivity, clear and compelling product demos, and leading the team to successfully close deals.
This person will be expected to work 3 days out of our SF hub (M/W/Th) and remote the remainder of the time to help facilitate collaboration and get face time with the team.
- Manage, coach and develop a growing team of Mid-Market Account Executives
- Manage daily and weekly activities, pipelines, forecasts and closed deals to ensure above-quota results based on successful pipeline management
- Coordinate and manage weekly one-on-one and team-wide pipeline reviews, meetings, and training sessions to ensure ongoing improvement and best practice sharing
- Collaborate closely across the extended Handshake Employer Business to develop sales strategies and monitor, analyze and improve sales performance
- Lead aligned SDRs and work with the marketing leadership team to increase lead flow and drive stronger pipeline conversion rates
- Help reestablish optimal thresholds for Mid-Market, SMB and self-serve customer segmentation based on historical data and future business goals
MUST HAVES
- Manage, coach and develop a growing team of Mid-Market Account Executives
- Manage daily and weekly activities, pipelines, forecasts and closed deals to ensure above-quota results based on successful pipeline management
- Coordinate and manage weekly one-on-one and team-wide pipeline reviews, meetings, and training sessions to ensure ongoing improvement and best practice sharing
- Collaborate closely across the extended Handshake Employer Business to develop sales strategies and monitor, analyze and improve sales performance
- Lead aligned SDRs and work with the marketing leadership team to increase lead flow and drive stronger pipeline conversion rates
- Help reestablish optimal thresholds for Mid-Market, SMB and self-serve customer segmentation based on historical data and future business goals
BONUS POINTS
- Experience selling into HR/Talent departments
- Experience selling into talent acquisition and L&D leaders
- Experience leading both Account Executives and Account Managers
- Experience in a startup environment
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 joinhandshake.com/careers.
Why work at Handshake
- 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.