Handshake

• Own a portfolio of education partners to drive retention, renewals, and expansion opportunities across your book of business • Build tailored engagement programs, trainings, and touchpoints to increase product adoption and improve partner health at scale • Leverage customer feedback, usage data, and health signals to identify risk early and drive proactive action plans that improve outcomes • Partner cross-functionally with Support, Sales, Product, and Marketing to resolve partner needs efficiently and strengthen the overall customer experience

• Own top-of-funnel sourcing for the Growth team, partnering closely on role requirements, intake, and pipeline priorities. • Source and engage passive talent through creative outreach, boolean search, research, and market mapping — with a focus on technical and STEM-background candidates. • Provide market insights and strategic guidance, leveraging your close partnership with the team to advise on what’s working, what isn’t, and broader market trends. • Conduct initial candidate screens and manage handoffs to the project teams. • Track and report recruiting metrics, ensuring data integrity in Ashby and other tools, and leverage insights to refine sourcing strategies and improve outcomes.

Role Description We’re hiring a Strategic Account Executive to join our Strategic New Business team, focused on landing net new Fortune 500 and Fortune 100 employers that do not yet partner with Handshake. This is a pure hunter role, built for a seller who thrives in high-visibility deal cycles, creates pipeline through proactive outreach, and can close complex six-figure partnerships with senior HR and business leaders. You will inherit a defined book named accounts and own the full sales cycle end to end, from account planning and first meetings through executive alignment, negotiation, and close. You will operate with high autonomy and minimal support, and you will be expected to travel, host customers, and win in the room. Qualifications - 4+ years of SaaS closing experience, including 2+ years selling into enterprise or strategic customers - Proven track record of net new logo acquisition and consistent quota attainment (President’s Club strongly preferred) - Experience closing complex six-figure deals with multiple stakeholders and longer sales cycles - Strong outbound and account planning skills, with comfort owning a defined book and building pipeline proactively - Ability to lead executive-level conversations, position value, and run a disciplined sales process end to end - High ownership and scrappiness, with comfort creating your own materials and running your own demos without heavy support - Strong forecasting hygiene and deal management discipline across monthly and quarterly rhythms - Willingness to travel regularly and engage in in-person selling, customer events, and relationship-building Requirements - Experience selling HR tech, recruiting software, or workforce solutions into Fortune 500 employers (Bonus Points) - Background as an enterprise AE with 2 to 5 years tenure looking to step up into strategic new business (Bonus Points) - Existing relationships with senior HR, TA, or early talent leaders at large employers (Bonus Points) Benefits - 🎯 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

• Review and investigate reports of suspicious, abusive, fraudulent, or policy-violating activity across the Handshake platform. • Evaluate user accounts, employer profiles, job postings, messages, and other platform activity for potential trust and safety risks. • Enforce Handshake’s community guidelines, acceptable use policies, and marketplace standards accurately and consistently. • Identify patterns of abuse, fraud, spam, scams, impersonation, or other harmful behavior. • Document investigations clearly, including evidence reviewed, actions taken, and rationale for decisions. • Respond to escalations from internal teams and provide timely, thoughtful case resolution. • Support queue-based moderation and investigation workflows while meeting quality and productivity expectations. • Collaborate with cross-functional partners to improve detection, escalation, and enforcement processes. • Provide feedback on policy gaps, emerging risks, tooling needs, and operational improvements. • Maintain user privacy, confidentiality, and sound judgment when handling sensitive information.

• Design, build, and continuously refine a scalable taxonomy of jobs, sub-domains, distinct user tasks, tools, and data used across various job roles. • Plan and execute both qualitative and quantitative user research to inform and validate the taxonomy. • Leverage AI-moderated user research tools to conduct, synthesize, and extract qualitative insights from large user cohorts efficiently. • Apply basic statistical methods to evaluate, rank, and prioritize tasks based on user importance, frequency, and current pain points. • Partner with Product, Design, AI Research, Operations and Engineering to ensure the taxonomy informs product strategy and feature development. • Translate complex, multi-layered research data into clear, actionable frameworks, user models, and documentation.

• Develop and cultivate deep relationships with senior executives at executive levels • Meet or exceed annual quota by generating high volume of meetings with SLG and its large departments and agencies • Understand a department or agencies’ business drivers, challenges and pain points • Navigate SLG acquisition processes and contracting • Schedule, manage and run large department meetings with senior economic buyers within large SLG Departments • Create proposals, executive briefings, and conduct executive roundtables for HR and business leaders at SLG agencies • Generate scalable pipeline and revenue to achieve 100% of annual quota attainment • Lead participation in industry events to drive new business development • Coordinate large-scale efforts across various departments to drive enterprise-wide agreements • Utilize Salesforce.com on a daily basis to manage activity, leads, follow-up and pipeline • Execute new sales activities in support of our market pursuit when requested

• Own both new business acquisition and the growth of an existing portfolio of federal agency customers • Develop and nurture relationships with key stakeholders, identify opportunities, and drive the sales process from prospecting to close across your named book of accounts • Manage and grow an existing portfolio of federal agency customers while continuously pipelining new, relevant opportunities • Meet or exceed annual quota across both a customer retention number and a new business target • Understand a department or agency's business drivers, challenges, and pain points • Navigate federal acquisition processes and contracting, including sole source justification • Schedule, manage and run meetings with senior economic buyers within the federal government • Create proposals, executive briefings, and seasonal business reviews for HR and business leaders at federal agencies • Generate scalable pipeline and revenue to achieve 100% of annual quota attainment • Partner closely with Customer Success and Program Management teammates to ensure strong customer outcomes post-sale • Utilize Salesforce.com on a daily basis to manage activity, leads, follow-up and pipeline

• Support the growing team by matching Fellows to project opportunities • Review resumes and assess candidate qualifications and overall fit • Ensure alignment with client and project needs • Work closely with internal stakeholders to evaluate experience, skills, and transferable strengths • Maintain a high level of accuracy and attention to detail throughout the screening process

• Design and evaluate high-difficulty Mechanical Engineering prompts that probe the limits of AI models • Identify reasoning errors, weaknesses, and failure modes in model outputs • Apply adversarial prompting techniques to surface gaps in model understanding • Provide expert-level feedback on model responses for Mechanical Engineering • Collaborate with project leads to maintain high quality and consistency standards

• Design and evaluate high-difficulty Computer Engineering prompts that probe the limits of AI models • Identify reasoning errors, weaknesses, and failure modes in model outputs • Apply adversarial prompting techniques to surface gaps in model understanding • Provide expert-level feedback on model responses for Computer Engineering • Collaborate with project leads to maintain high quality and consistency standards