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.

Responsibilities

Own gross dollar retention and drive growth across book of business; Run renewal cycles, prospect within existing accounts to identify expansion opportunities, and upsell and cross-sell; Conduct discovery with executives, prove ROI and value, and partner with CSMs; Lead value conversations, run competitive intel as needed, forecast renewal outcomes, and build strategies to increase account penetration; Identify new buying centers when relevant, including functions like marketing that engage with brand bundle products; Renew, upsell and cross-sell assigned book of business of existing premium employer partners primarily in Mid Market segment; Learn book of business to position Handshake’s value proposition; Develop relationships with senior executives at Director, SVP, and VP levels; Develop new ways to engage senior executives and demonstrate Handshake’s value; Partner with Employer Customer Success Team; Manage and present data and value-driven Quarterly Business Reviews; Manage overall customer loyalty, serve as internal advocate and escalation point; Become a Handshake expert, learn HR and higher ed Tech

Requirements

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; Must be willing to work onsite from our SF office- expected 5 days a week; Must be willing to travel as needed for customer engagements

Benefits

Equity; 401(k) match; competitive compensation; financial coaching; Paid parental leave; fertility benefits; parental coaching; Medical, dental, and vision; mental health support; $500 wellness stipend; $2,000 learning stipend; ongoing development; Internet; commuting; free lunch/gym in SF office; Flexible PTO; 15 holidays + 2 flex days; Team outings; referral bonuses