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Senior Manager, Mid-Market Sales

Everyone is welcome at Handshake. We know diverse teams build better products and we are committed to creating an inclusive culture built on a foundation of respect for all individuals. We strongly encourage candidates from non-traditional backgrounds, historically marginalized or underrepresented groups to apply.

Your impact

Handshake is hiring a Senior Manager of Mid-Market Sales reporting to the VP of Commercial 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 NYC hub (M/W/Th) and remote the remainder of the time to help facilitate collaboration and get face time with the team.**

Your role

  • 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
  • Partner with the SDR and 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

Your experience

  • 4+ years of SaaS sales management experience
  • 8+ years of relevant on-quota B2B SaaS sales experience, at least 4 years of which being in a management capacity
  • A strong track record of over-performance and forecasting accuracy
  • Relevant on-quota B2B SaaS sales experience with some experience managing Mid-Market or Enterprise SaaS salespeople
  • The capacity to innovate and improve business processes to drive better outcomes
  • A successful history of leading a new business outbound sales motion, leading AEs to engage with prospects, deliver quality meetings, exceptional demonstrations and winning new clients.
  • Partner with sales enablement teams and leadership to support a success path for every AE, ensuring they are fully productive, and confident moving conversations forward throughout the sales process.
  • The ability to work in a rapidly expanding, fast-paced environment
  • Strong collaboration and communication skills

Bonus areas of expertise

  • 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

Compensation range

  • $232,000 - 290,000 OTE (50/50 split) + RSUs

For cash compensation, we set standard ranges for all U.S.-based roles based on function, level, and geographic location, benchmarked against similar stage growth companies. In order to be compliant with local legislation, as well as to provide greater transparency to candidates, we share salary ranges on all job postings regardless of desired hiring location. Final offer amounts are determined by multiple factors, including geographic location as well as candidate experience and expertise, and may vary from the amounts listed above.

About us

Handshake is the career platform for Gen Z. With a community of over 17 million students, alumni, employers, and career educators, Handshake’s network is where career advice and discovery turn into first, second, and third jobs. Nearly 1 million companies use Handshake to build their future workforce—from Fortune 500 to federal agencies, school districts to startups, healthcare systems to small businesses. Handshake is built for where you’re going, not where you’ve been.

When it comes to our workforce strategy, we’ve thought deeply about how work-life should look at Handshake. With our hybrid-work model, employees benefit from collaboration and shared team experiences three days per week in our vibrant offices, and enjoy the flexibility of remote work two days per week. Handshake is headquartered in San Francisco, with offices in New York, London, and Berlin.

What we offer

At Handshake, we'll give you the tools to feel healthy, happy and secure.

Benefits below apply to employees in full-time positions.

  • 💰 Equity and ownership in a fast-growing company.
  • 🍼 16 Weeks of paid parental leave for birth giving parents & 10 weeks of paid parental leave for non-birth giving parents.
  • 💝 Comprehensive medical, dental, and vision policies including LGTBQ+ Coverage. We also provide resources for Mental Health Assistance, Employee Assistance Programs and counseling support.
  • 💻 Handshake offers $500/£360 home office stipend for you to spend during your first 3 months to create a productive and comfortable workspace at home.
  • 📚 Generous learning & development opportunities and an annual $2,000/£1,500/€1,850 stipend for you to grow your skills and career.
  • 💰 Financial coaching through Origin to help you through your financial journey.
  • 🛜 Monthly internet stipend and a brand new MacBook to allow you to do your best work.
  • 🚃 Monthly commuter stipend for you to expense your travel to the office (for office-based employees).
  • 🥗 Free lunch provided twice a week across all offices.
  • 🤝 Referral bonus to reward you when you bring great talent to Handshake.

(US-specific benefits, in addition to the first section)

  • 🏦 401k Match: Handshake offers a dollar-for-dollar match on 1% of deferred salary, up to a maximum of $1,200 per year.
  • 🏝 All full-time US-based Handshakers are eligible for our flexible time off policy to get out and see the world. In addition, we offer 8 standardized holidays, and 2 additional days of flexible holiday time off. Lastly, we have a Winter #ShakeBreak, a one-week period of Collective Time Off.
  • 🍼 Family support: We partner with Milk Stork to provide comprehensive 100% employer-sponsored lactation support to traveling parents and guardians. Parental leave coaching and support provided by Parentaly.

(UK-specific benefits, in addition to the first section) 

  • 🏦 Pension Scheme: Handshake will provide you with a workplace pension, where you will make contributions based on 5% of your salary. Handshake will pay the equivalent of 3% towards your pension plan, subject to qualifying earnings limits.
  • 🏝 Up to 25 days of vacation to encourage people to reset, recharge, and refresh, in addition to 8 bank holidays throughout the year.
  • 🤝 Regular offsites each year to bring the team together + opportunity to travel to our HQ in San Francisco.
  • 🛍️ Discounts across various high street retailers, cinemas and other social activities exclusively for Handshake UK employees.

(Germany-specific benefits, in addition to the first section)

  • 🏝 25 days of annual leave + 5 days of a winter #ShakeBreak, a one-week period of Collective Time Off across the company.
  • 🤝 Regular offsites each year to bring the team together + opportunity to travel to our HQ in San Francisco once a year.
  • 🧘 Urban sports club membership offering access to a diverse network of fitness and wellness facilities.
  • 🛍️ Discounts across various high street retailers, cinemas and other social activities exclusively for Handshake Germany employees.

Looking for more? Explore our mission, values and comprehensive US benefits at joinhandshake.com/careers.

Handshake is committed to providing reasonable accommodations in our recruitment processes for candidates with disabilities, sincerely held religious beliefs or other reasons protected by applicable laws. If you need assistance or reasonable accommodation, please reach out to us at people-hr@joinhandshake.com.

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Average salary estimate

$261000 / YEARLY (est.)
min
max
$232000K
$290000K

If an employer mentions a salary or salary range on their job, we display it as an "Employer Estimate". If a job has no salary data, Rise displays an estimate if available.

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Our mission at Handshake is to give all students the chance to build the career they want, no matter where they’re from or what school they attend.

80 jobs
MATCH
VIEW MATCH
BENEFITS & PERKS
Dental Insurance
Disability Insurance
Flexible Spending Account (FSA)
Health Savings Account (HSA)
Vision Insurance
Sabbatical
Paid Holidays
FUNDING
SENIORITY LEVEL REQUIREMENT
TEAM SIZE
EMPLOYMENT TYPE
Full-time, hybrid
DATE POSTED
January 29, 2025

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