Strategic Account Manager

Handshake•San Francisco, CA

8d•Hybrid

About The Position

Handshake is seeking a Strategic Account Manager to join their Strategic Customer team. This role focuses on retaining, growing, and deepening partnerships with Fortune 500 and Fortune 100 employers. The ideal candidate is a consultative relationship manager experienced in complex enterprise environments, adept at building executive partnerships and driving long-term customer growth through strategic account planning and expansion. The Strategic Account Manager will own a portfolio of key customer relationships, working with a Client Success Manager to lead the post-sale commercial partnership. Responsibilities include executive alignment, renewal strategy, contract negotiations, account planning, and identifying expansion opportunities. This role is crucial for ensuring customers achieve value from their partnership while expanding Handshake's presence. The position demands strong business acumen, executive presence, and the ability to navigate complex organizations with multiple stakeholders. High autonomy is expected, along with regular travel for in-person customer engagement, relationship strengthening, and strategic initiative support. Success hinges on balancing customer advocacy with commercial results and effectively aligning internal Handshake resources.

Requirements

5+ years of SaaS account management, customer growth, or closing experience.
3+ years supporting enterprise or strategic customers.
Proven track record of customer retention, contract renewals, and expansion attainment within a defined book of business.
Experience managing complex six-figure enterprise partnerships with multiple stakeholders and long-term relationship strategies.
Strong account planning and consultative selling skills.
Ability to identify growth opportunities within existing accounts.
Ability to lead executive-level conversations and position strategic value.
Ability to navigate sophisticated customer organizations.
High ownership and accountability.
Comfort operating autonomously in high-visibility customer relationships.
Strong forecasting hygiene, renewal management discipline, and operational rigor.
Willingness to travel regularly for in-person customer meetings, executive business reviews, and relationship-building activities.

Nice To Haves

Experience supporting Fortune 500 customers within HR tech, recruiting software, or workforce solutions.
Background in enterprise account management, strategic partnerships, or customer growth roles within high-growth SaaS organizations.
Experience partnering closely with Client Success, Product, Marketing, and Executive stakeholders to drive customer outcomes.
Existing relationships with senior HR, Talent Acquisition, or Early Talent leaders at large employers.

Responsibilities

Own and manage a book of Handshake’s most strategic customer relationships.
Lead the overall commercial partnership post-sale alongside a Client Success Manager.
Ensure executive alignment, develop renewal strategies, and conduct contract negotiations.
Develop strategic account plans and identify whitespace opportunities within customer organizations.
Ensure customers realize value from their partnership and uncover opportunities for Handshake's footprint expansion.
Operate with high autonomy and travel regularly to engage customers in person.
Balance customer advocacy with commercial outcomes.
Effectively align internal Handshake resources to deliver results for partners.