Role at a Glance

Title: EDU GTM Operations Manager. Company: Handshake. Location: Fully remote (US only). Salary: $105,000–$125,000/year + equity. Experience needed: 3+ years in Sales Ops, Revenue Ops, or Customer Success Ops. Core platforms: Salesforce (admin-level) and Gainsight. Team scope: Education vertical — cross-functional partner to Sales, Customer Success, Finance, and Data.

What This Role Is Actually About

This is a high-visibility operations role embedded inside Handshake's Education go-to-market organization. You'll serve as the operational backbone for the EDU team — owning Salesforce system health, data quality, and the workflow infrastructure that Sales and Customer Success run on every day. The scope stretches from building executive dashboards and managing monthly booking closes all the way to defining multi-quarter system roadmaps. This is not a pure analyst seat: you're expected to take messy business requirements and translate them into working system and process solutions, then drive those solutions to completion with minimal hand-holding.

About Handshake

Handshake is an early-career recruiting platform founded on the premise that career opportunity shouldn't hinge on which school you attended or whose number is in your phone. Today the platform connects more than 25 million students and recent graduates with over a million employers and roughly 1,600 colleges and universities. In 2025, Handshake launched a separate AI data business, collaborating directly with frontier research labs on model evaluations and benchmarks — a segment the company says reached scale faster than any prior AI data business. Handshake now operates at approximately $1 billion in annualized revenue and routes around $60 million per month in payments to more than 30,000 individuals across its network.

What You'll Own

Partner with Sales and Customer Success to advance retention and growth goals by shaping data strategy, designing operational processes, and delivering actionable reporting
Act as the primary operational partner for cross-functional stakeholders — proactively identifying and closing gaps in processes, tooling, systems, and data before they become blockers
Take end-to-end ownership of data quality and integrity across Salesforce and other GTM platforms, including audits, reconciliations, uploads, and ongoing system governance
Serve as the Salesforce business owner for the EDU GTM org: identify configuration gaps, drive automation improvements, and ensure the platform scales alongside business growth
Lead continuous improvement of existing workflows and design new processes that increase speed, reduce manual effort, and enable automation
Collaborate with stakeholders to define multi-quarter roadmaps for business process and system improvements, with Salesforce and Gainsight as the primary platforms
Translate business requirements into operational and technical solutions — from requirements gathering through implementation
Build and maintain dashboards, reports, and analytical models that surface performance trends, risk signals, and growth opportunities
Support core EDU Ops functions: help desk request management, deal support, Finance and FP&A collaboration on monthly booking closes, and recurring business reviews including QBRs and executive reporting
Maintain clear cross-stakeholder alignment by surfacing risks early and escalating blockers before they compound
Build trusted working relationships across the EDU GTM organization and its broader cross-functional partners

Must-Have Qualifications

Bachelor's degree in an analytical discipline — Business, Economics, Finance, Mathematics, Statistics, or a closely related field
3+ years in a highly analytical or operations-focused role: Sales Operations, Revenue Operations, Customer Success Operations, or a comparable function at a fast-growing company
Hands-on Salesforce experience at administrative depth — including reports, dashboards, custom report types, calculated fields, flows or other automation tools, page layouts, and permissions management
Demonstrated track record as a business-facing Salesforce owner or admin who translates business requirements into scalable system and process solutions
Experience administering or supporting GTM systems such as Salesforce, Gainsight, MixMax, or comparable tools
Proven ability to support GTM teams through process improvement, systems management, reporting, and cross-functional project execution
Advanced Excel proficiency
Strong written and verbal communication skills with a track record of influencing across teams and organizational levels

Nice to Have

Salesforce certification; hands-on experience building or improving automation, data quality processes, and end-to-end Salesforce workflows
SQL proficiency for data manipulation, analysis, and surfacing actionable insights from large datasets
Experience with BI and reporting platforms — Looker, Tableau, Hex, or similar
Background supporting Deal Desk or CPQ processes
Experience implementing GTM tooling and workflow systems from the ground up
Track record of partnering directly with senior leaders in a SaaS B2B business
Self-directed work style: able to ramp quickly on new projects with high-level guidance and minimal oversight

Skills Breakdown: Required vs. Valued

The non-negotiable core is Salesforce at administrative depth — not just pulling reports, but building flows, configuring automation, managing permissions, and owning platform governance. Gainsight proficiency is strongly preferred given the Customer Success-facing scope of the role. Excel is a baseline expectation; SQL and BI tools like Looker, Tableau, or Hex are valued differentiators that will strengthen your candidacy but won't disqualify you if absent. At 3+ years of experience, Handshake expects someone who operates independently end-to-end across complex projects — not an analyst who hands off requirements to a separate technical team. The blended scope (Salesforce admin + cross-functional ops + analytical reporting) positions this closer to a senior RevOps individual contributor or a first-line manager within a Revenue Operations function.

Compensation & Equity

Handshake has disclosed a base salary range of $105,000–$125,000 per year for this position, applicable to full-time US employees. Beyond base pay, the total package includes equity in the company, a 401(k) match, and financial coaching as part of a broader financial wellness program. No signing bonus, variable pay, or additional base-compensation structures are specified in the posting. As is typical with equity grants at growth-stage companies, actual equity value depends on vesting schedule, strike price, and company trajectory — details not disclosed in the listing. The benefits package (medical, dental, vision, parental leave, learning stipend, flexible PTO) adds meaningful non-cash value on top of the stated salary band.

Benefits (Full-Time US Employees)

Equity stake in Handshake
401(k) match and financial coaching
Paid parental leave, fertility benefits, and parental coaching
Medical, dental, and vision insurance
Mental health support and wellness stipend
Learning and professional development stipend
Internet and commuting stipend; free lunch and gym access at the San Francisco office
Flexible PTO plus 15 holidays and 2 additional flex days
Team outings and employee referral bonuses

Location & How You'll Work

This role is fully remote and open to candidates based anywhere in the United States. No relocation is required. The posting does not mention visa sponsorship, and the stated benefits are explicitly for full-time US employees — candidates requiring work authorization support should confirm eligibility with Handshake directly before applying. Team members located near San Francisco have optional access to the company office, which includes free lunch and gym facilities, but in-office presence is not expected or required for this position.

EDU GTM Operations Manager