Senior Manager, Mid Market Sales

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 You Have 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, finan