📌 Core Information
🔹 Job Title: Senior Manager, Mid Market Account Management
🔹 Company: Handshake
🔹 Location: San Francisco, CA (hybrid)
🔹 Job Type: Full-time
🔹 Category: Sales & Business Development
🔹 Date Posted: May 9, 2025
🔹 Experience Level: 5-10 years
🔹 Remote Status: Remote OK
🚀 Job Overview
Key aspects of this role include:
- Leading a team of Mid Market Account Managers and Scaled Account Managers to achieve revenue objectives
- Developing and scaling the Scaled Account Management program for efficient customer coverage and success
- Collaborating cross-functionally with Customer Success, Marketing, Sales Ops, New Business leadership, and Product to deliver resources and programs
- Hiring, coaching, and developing a high-performing AM team with robust enablement, onboarding, and training content
- Accurately forecasting team performance, managing pipeline, and reporting on progress to goals
ASSUMPTION: This role requires a balance of people management, revenue ownership, and program development skills. The ideal candidate will have experience in a high-growth business environment and be comfortable with self-starting, adapting quickly, and diving in.
📋 Key Responsibilities
✅ Lead a team of ~8 Mid Market Account Managers and 1 Scaled Account Manager, guiding them to deliver on customer goals and achieve company revenue objectives
✅ Hire, coach, and develop a high-performing AM team; build robust enablement, onboarding, and training content to support their success
✅ Carry and exceed a team quota tied to growth (nnARR) and retention (GDR)
✅ Accurately forecast team performance, manage pipeline, and report on progress to goals
✅ Define and scale the Scaled Account Management program to drive efficient, tech-enabled customer coverage and success
✅ Collaborate deeply with Customer Success to ensure aligned account planning, onboarding, adoption, and value realization and partner cross-functionally with other teams to deliver resources and programs
ASSUMPTION: This role involves a significant amount of travel to be in the field with the team. The ideal candidate should be comfortable with frequent travel.
🎯 Required Qualifications
Education: Bachelor's degree or equivalent experience
Experience: A minimum of 5 years in a revenue closing role and 5 years managing a team of quota-carrying individual contributors in Mid Market SaaS
Required Skills:
- Proven track record of success consistently hitting team and individual quota
- Experience preparing renewal proposals, forecasting, and strategic account planning
- Experience with an evangelical sale, selling discretionary B2B software to executives at Fortune 500 companies
- Experience using product usage data, customer outcomes, and performance metrics to demonstrate value and justify expansion
- Polished communicator with professional, executive-facing sales presentation skills
Preferred Skills:
- Experience leading in a high-growth business environment like Handshake
- A true business athlete, with the ability to self-start, adapt quickly, and dive in
ASSUMPTION: Given the nature of the role, candidates with experience in the SaaS industry and a proven track record in sales management are strongly preferred.
💰 Compensation & Benefits
Salary Range: $212,000 - $265,000 OTE + RSUs. This range is based on industry standards for Senior Sales Manager roles in the San Francisco Bay Area and takes into account the experience level and responsibilities of the position.
Benefits:
Working Hours: Full-time, with flexible hours and the need for frequent travel
ASSUMPTION: The salary range provided is an estimate and may vary based on the candidate's experience, skills, and the company's performance.
📌 Applicant Insights
🔍 Company Context
Industry: Handshake operates in the Software Development industry, focusing on transforming the way teams work together by empowering them to surface key issues early, foster open communication, and continuously improve.
Company Size: Handshake is a small company with 2-10 employees, which means applicants can expect a dynamic, fast-paced work environment with significant growth opportunities.
Founded: Handshake was founded in 2023, making it a relatively new company with a strong focus on innovation and growth.
Company Description:
- Handshake is on a mission to transform the way teams work together by empowering every individual to shape their collaborative environment.
- The platform makes it safe and simple for teams to surface key issues early, foster open communication, and continuously improve, all backed by over 50 years of research.
- Handshake integrates seamlessly into existing workflows, making it easy for teams to build collaboration, accelerate problem-solving, and eliminate barriers to success.
Company Specialties:
- Team collaboration and communication
- Employee engagement and well-being
- Continuous improvement and problem-solving
Company Website: lookoutt.io
ASSUMPTION: Handshake's focus on empowering teams and fostering open communication creates a unique work environment that prioritizes collaboration and employee growth.
📊 Role Analysis
Career Level: This role is a senior management position, requiring a high level of experience and expertise in sales management and team leadership.
Reporting Structure: The Senior Manager, Mid Market Account Management will report directly to the VP of Sales and oversee a team of Mid Market Account Managers and Scaled Account Managers.
Work Arrangement: This role is remote-friendly, with a hybrid work arrangement in San Francisco, CA. The role requires frequent travel to be in the field with the team.
Growth Opportunities:
- As Handshake continues to grow, there will be opportunities for the Senior Manager to expand their team and take on additional responsibilities.
- The company's focus on innovation and continuous improvement creates an environment where employees can learn and grow professionally.
ASSUMPTION: Given the company's size and growth trajectory, there are significant opportunities for career advancement and professional development in this role.
🌍 Location & Work Environment
Office Type: Handshake has a hybrid work environment, with an office located in San Francisco, CA.
Office Location(s): San Francisco, CA
Geographic Context:
- The San Francisco Bay Area is a major tech hub, with a vibrant startup ecosystem and numerous networking opportunities.
- The region offers a diverse range of cultural attractions, outdoor activities, and culinary experiences.
- The cost of living in the Bay Area is high, with housing and other expenses being significantly above the national average.
Work Schedule: Full-time, with flexible hours and frequent travel
ASSUMPTION: The hybrid work environment at Handshake allows for a good balance between in-office collaboration and remote work, fostering a flexible and adaptable work culture.
💼 Interview & Application Insights
Typical Process:
- Phone or video screen with the Hiring Manager
- On-site or virtual interview with the Hiring Manager and other team members
- Final interview with the VP of Sales
- Background check and offer extension
Key Assessment Areas:
- Sales management experience and track record
- Team leadership and coaching skills
- Adaptability and problem-solving abilities
- Communication and presentation skills
Application Tips:
- Highlight your experience in sales management and team leadership, with a focus on driving revenue growth and retention.
- Tailor your resume and cover letter to emphasize your relevant skills and experiences for this role.
- Prepare for behavioral interview questions that focus on your sales management experience, team leadership, and problem-solving abilities.
ATS Keywords: Mid Market Account Management, Sales Management, Team Leadership, Revenue Growth, Retention, Strategic Account Planning, Forecasting, Customer Success, Cross-functional Collaboration, High-growth Business Environment
ASSUMPTION: Handshake's interview process is designed to assess the candidate's fit for the role and the company's culture, with a focus on sales management experience and team leadership skills.
🛠️ Tools & Technologies
- Salesforce
- HubSpot
- Zoom
- Google Workspace (Gmail, Google Docs, Google Sheets, Google Slides)
ASSUMPTION: The tools and technologies listed are commonly used in sales and management roles and may vary depending on the specific needs of the team and the company.
👔 Cultural Fit Considerations
Company Values:
- Empower teams to thrive
- Put people first
- Foster open communication
- Continuously improve
- Be a trusted partner
Work Style:
- Collaborative and team-oriented
- Adaptable and flexible
- Data-driven and results-focused
- Committed to continuous learning and growth
Self-Assessment Questions:
- Do you thrive in a collaborative, team-oriented environment?
- Are you comfortable with frequent travel and adaptable to changing work arrangements?
- Do you have a proven track record of success in sales management and team leadership?
- Are you committed to continuous learning and professional development?
ASSUMPTION: Handshake's company culture prioritizes collaboration, open communication, and continuous improvement, creating an environment where employees can thrive and grow professionally.
⚠️ Potential Challenges
- The role requires frequent travel, which may be challenging for candidates who prefer a more stationary work arrangement.
- The company is still relatively new, which may present challenges in terms of established processes and procedures.
- The role involves a significant amount of cross-functional collaboration, which may require additional communication and coordination efforts.
- The San Francisco Bay Area has a high cost of living, which may be challenging for some candidates.
ASSUMPTION: The potential challenges listed are common to roles of this nature and can be mitigated with effective communication, adaptability, and a willingness to learn and grow in a dynamic work environment.
📈 Similar Roles Comparison
- This role is similar to other Senior Sales Manager positions, but with a focus on mid-market account management and the development of a scaled account management program.
- Handshake's focus on empowering teams and fostering open communication sets it apart from other companies in the software development industry.
- This role offers significant growth opportunities, as Handshake continues to expand and innovate in the team collaboration and communication space.
ASSUMPTION: While this role shares similarities with other Senior Sales Manager positions, Handshake's unique focus on team empowerment and open communication creates a distinct work environment with its own set of opportunities and challenges.
📝 Sample Projects
- Developing and implementing a strategic account planning process for mid-market accounts
- Creating and delivering sales training and enablement content for the AM team
- Collaborating with Customer Success to develop and execute customer onboarding and adoption strategies
ASSUMPTION: The sample projects listed are representative of the types of initiatives the Senior Manager, Mid Market Account Management may be involved in, but the specific projects will vary depending on the company's priorities and the team's needs.
❓ Key Questions to Ask During Interview
- Can you describe the company's growth trajectory and plans for expansion in the mid-market segment?
- How does Handshake support the professional development and growth of its employees?
- What is the company's approach to fostering open communication and collaboration among teams?
- How does Handshake measure the success of its sales and customer success initiatives?
- What are the most significant challenges facing the mid-market segment, and how does Handshake differentiate itself from competitors in this space?
ASSUMPTION: The key questions listed are designed to provide insight into the company's growth plans, culture, and approach to sales and customer success, allowing candidates to better understand the role and the company's priorities.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through this link
- Tailor your resume and cover letter to highlight your relevant sales management experience and team leadership skills
- Prepare for behavioral interview questions that focus on your sales management experience, team leadership, and problem-solving abilities
- Follow up with the Hiring Manager one week after submitting your application to confirm receipt and express your interest in the role
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
