Case Study: Handshake achieves 53% sales performance growth with Pathlight

How Handshake Increased Enterprise Sales Performance by 53% with Pathlight

Handshake, the leading platform helping college students find jobs, was scaling quickly as virtual recruiting accelerated. To support its growing enterprise sales team, Revenue Operations leader Devon Nguyen needed a better way to give account executives a clear north star, improve pipeline focus and quality, and replace time-consuming spreadsheet-based reporting with a more scalable system. The team was already using Pathlight, the product from vendor Pathlight, but needed a structured rollout to drive adoption and better performance.

Pathlight helped Handshake centralize sales metrics, improve data integrity through Salesforce integrations, and track key indicators like pipeline ratio and director-level engagement. Sales Directors used the platform in weekly 1:1s, while AEs monitored progress and competed on goals in Pathlight; as a result, the enterprise sales team saw a 53% increase in performance, stronger Salesforce hygiene, improved outbound sales, and better forecasting. Pathlight also saved Devon time by automating tracking that had previously been managed in Google Sheets.

Handshake

Devon Nguyen

Senior Manager