Manager, Education 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.

Handshake is hiring a Manager of Education Sales, reporting to the VP of Education Partnerships. As the senior member of the Education Sales team in the United States, you’ll help Handshake continue to grow our market leadership with Top 500 colleges and universities while also serving as a player-coach to a team of 2-3 EDU Account Executives. Additionally, you will partner closely with the VP of Education Partnerships to determine our 2025+ expansion strategy in North America. That work will include mapping, prioritizing and piloting new channels to add students to the Handshake network at scale, including but not limited to, non-profits, high schools and other non-traditional education providers.

Handshake’s unique position as the best place for anyone to start, jumpstart or restart their career is built on the success of our Education Partnerships team. This role will be instrumental in adding more schools and organizations to the Handshake network and shaping the early talent experience for millions of students.

• Grow our market leadership with large, decentralized universities and colleges in the United States (Top 500 institutions) by:
• Cultivating close relationships with university leaders across the country, and becoming an expert and strategic thought partner on the field of career services and early talent recruitment.
• Rolling up your sleeves to lead customized demos and onsite meetings for prospects, respond to RFPs and represent Handshake at conferences (e.g. NACE).
• Serve as the player-coach for the EDU Sales team in terms of day-to-day management and mentorship by:
• Coaching AEs and reps, stepping in to unblock deals and identifying opportunities for sales training and upskilling.
• Leading pipeline reviews and 1:1s with AEs and reps and tracking pacing against team performance metrics.
• Creating and iterating on playbooks and processes for the sales team to prioritize and manage all new education partner acquisition and hand-offs to Customer Success.
• Map, prioritize and pilot new expansion channels (i.e. partnerships with nonprofits, K-12, trade schools, etc.) for adding students to the Handshake network at scale.
• Strengthen our cross-functional collaboration with EDU Success, Marketing, Operations, and our Employer team to build our brand internally and externally.
• This role requires travel to onsites and demos with prospects, conferences and other Handshake events. You should expect at least 25% of your time to be travel, with additional variance based on seasonality and business need.

• At least 4+ years of sales experience in enterprise SaaS or selling into higher education.
• At least 1+ years of experience directly managing salespeople, ideally a small sales team in enterprise SaaS or edtech.
• Strong individual track record of quota attainment on a high-performing team, including experience managing complex procurement and buying processes, structuring regional, statewide or system-wide deals, and navigating bureaucracies to achieve your goals.
• Ability to define criteria to prioritize across dozens of similar opportunities instead of running at the first one to come in.
• High degree of comfort and capability in flexing between and coaching multiple selling methodologies, including values-selling, MEDDIC, evangelical and challenger sales.
• Strong proficiency with Salesforce, Excel and relevant productivity and BI tools (i.e. Gong, Mixmax, Looker) and experience defining, tracking, and managing sales pipeline and success OKRs.
• Excellent communication and interpersonal skills that inspire action within and across teams and promote two-way feedback and accountability.
• High emotional intelligence, problem solving, delegation, planning & organization and discretion & judgment.
• Ability to be flexible and agile in responding to evolving business priorities and operating within ambiguity.
• Values working with a diverse team and maintaining consistent communication with multiple internal constituencies.

• $191k - $225k 60/40 Split.
• Note this role is based out of San Francisco and requires 3 days a week in office (Monday, Wednesday, Thursday).

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.

Handshake is the #1 place to launch a career with no connections, experience, or luck required. The platform connects up-and-coming talent with 750,000+ employers - from Fortune 500 companies like Google, Nike, and Target to thousands of public school districts, healthcare systems, and nonprofits. In 2022 we announced our $200M Series F funding round. This Series F fundraise and valuation of $3.5B will fuel Handshake’s next phase of growth and propel our mission to help more people start, restart, and jumpstart their careers.

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.

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

• 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 LGBTQ+ 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.

• 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.

• 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.

• 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