Role Overview
The SMB Account Manager position at Handshake is a full-time role based in San Francisco with remote flexibility, designed for professionals who excel at driving customer retention and expansion. This opportunity suits an experienced commercial strategist who wants to guide business relationships and maximize partnership value for small and mid-market clients.
Key Responsibilities
Own the commercial strategy, gross revenue retention, net revenue retention, renewals, and expansion performance for a portfolio of approximately 75 to 130 SMB and Mid-Market customers.
Create and execute strategic account plans to identify customer priorities, mitigate churn risks, and pinpoint long-term growth opportunities.
Handle the complete renewal lifecycle, managing early stakeholder alignment through contract negotiations and closing.
Negotiate pricing, packaging, contract terms, multi-year agreements, and complex renewal scenarios using sound commercial judgment.
Identify, qualify, and secure expansion opportunities across extra licenses and multi-product offerings to boost net revenue retention.
Cultivate multi-threaded relationships with decision-makers and executive stakeholders to safeguard against churn.
Collaborate alongside Customer Success to link product adoption and demonstrated value directly to renewal and expansion plans.
Lead strategic discussions centered on customer return on investment, future requirements, and partnership expansion.
Recognize accounts facing risk and formulate clear mitigation strategies with internal partners.
Manage accurate and timely forecasting, pipeline management, and opportunity hygiene across revenue systems.
Share customer insights with Product, Sales, and leadership to shape the ongoing go-to-market strategy.
Requirements
Minimum of 2 years of professional experience in Account Management, Customer Success, Sales, Renewals, or alternative customer-facing B2B SaaS positions.
At least 1 year of direct experience owning commercial outcomes including renewals, expansion, upsell, cross-sell, or revenue retention.
Demonstrated history of managing and growing a portfolio of B2B SaaS clients and associated annual recurring revenue.
Proven capability to lead renewal and expansion deals from initial strategy through negotiation to final close.
Strong commercial acumen paired with the ability to balance client requirements and business goals.
Background in identifying client risk and implementing retention strategies.
Experience overseeing pipelines and generating accurate forecasts against specific targets.
Skill in building credibility and influence across multiple levels of an organization, including senior stakeholders.
Strong prioritization, organizational, written, and verbal communication abilities.
Cross-functional collaboration skills spanning Customer Success, Sales, Product, Support, Finance, Legal, and RevOps.
Nice to Have
Experience managing SMB or Mid-Market SaaS clients with joint responsibility for retention and expansion.
History of carrying renewal, expansion, or revenue quotas and meeting commercial targets.
Background working within a startup, high-growth SaaS, or rapidly evolving environment.
Familiarity with HR technology, recruiting technology, applicant tracking systems, talent acquisition, or recruiting workflows.
Experience selling or expanding multi-product SaaS platforms.
Knowledge of navigating procurement, competitive evaluations, and pricing negotiations.
Experience utilizing customer data and signals to prioritize portfolios and spot expansion opportunities.
Familiarity with scaled engagement strategies, automation, and tech-touch account management.
Skills and Tools
Account Management
B2B SaaS Customer Portfolio Management
Commercial Negotiation and Contract Closing
Pipeline Management and Revenue Forecasting
Cross-Functional Collaboration
Customer Risk Mitigation and Retention Strategy
Salary and Benefits
Competitive annual compensation ranging from $118,400 to $148,000 in USD.
Equity ownership in a fast-growing company.
Comprehensive financial wellness features including a 401(k) match and financial coaching.
Family support benefits encompassing paid parental leave, fertility benefits, and parental coaching.
Wellbeing coverage including medical, dental, vision, mental health support, and a $500 wellness stipend.
Growth provisions featuring a $2,000 learning stipend and ongoing professional development.
Remote and office support covering internet, commuting, and free lunch or gym access in the San Francisco office.
Time off policies featuring flexible paid time off, 15 holidays, and 2 flex days.
Team connection initiatives including team outings and referral bonuses.
About the Company
Handshake was founded on the belief that everyone deserves a path to a great career regardless of school background or personal connections. The organization currently supports 25 million job seekers, over 1 million employers, and 1,600 educational institutions. In 2025, the company launched Handshake AI to create evaluations, publish benchmarks, and build data partnerships directly with frontier AI lab researchers.
How to Apply
Interested candidates should review the requirements and submit an application directly on the official Handshake careers page.
