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, 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.