3-5 years in B2B SaaS account management or customer success with quota responsibility
Experience selling to or supporting technical buyers with an understanding of developer workflows
Mastery of Salesforce; experience with tools like Outreach, ZoomInfo, and Amplitude preferred
Proven track record of 110%+ net revenue retention managing a similar account size
Background in managing SMB/mid-market accounts between $2-15K
Bonus points for experience with devtools or startup environments
Responsibilities
Generate expansion pipelines from existing accounts
Analyze account cohorts to identify expansion patterns and business cases
Articulate value across different pricing tiers for technical products
Launch account management functions and develop playbooks
Establish new customer engagement programs
Benefits
Competitive compensation and equity
Free Ubers
20 days paid time off
Health, dental, and vision coverage
401k or RRSP
Free lunch and dinners
$420/month wellness stipend
Annual team offsite
Full Job Description
About the role
We're hiring an Account Manager to grow Mintlify's relationships with a book of customers, each typically $50K-$250K in annual recurring revenue. You'll own the commercial side of these accounts: renewals, expansion, and pricing conversations. Customer Success owns adoption and the day-to-day relationship, and you'll work as one team with them.
Your job is to find where Mintlify can do more for each customer, such as another product team's docs, a help center, or growing AI usage, and turn it into growth. Our buyers are engineering, developer experience, and documentation leaders, so you'll need to be comfortable talking about how docs are built and shipped, even if you don't write code.
Team: Account Management, working alongside Customer Success and our other Account Managers
Reports to: Ben Terrill, Head of Customer Success
Location: San Francisco, in office when you're not traveling
Travel: About one trip per month for customer visits, business reviews, and events
Type: Full-time, quota-carrying
What you'll do Own and grow your book
Manage a book of accounts, each typically $50K-$250K ARR.
In partnership with a CSM, build an account plan for each: stakeholders, contract terms, usage, and where we can grow.
Support renewals end to end: forecast early, negotiate terms, and propose multi-year agreements where they fit.
Find and close expansion with Customer Success
Partner with your CSMs to turn customer signals, such as new teams, new products, or rising AI usage, into qualified opportunities.
Run discovery, build the business case, then negotiate and close: new sites for other products or business units, help centers and knowledge bases, AI credits, and add-ons.
Right-size offers: sell the capability a customer needs instead of defaulting to the full bundle.
Show up in person and go beyond your champion
Spend about one week a month with customers: on-site visits, executive business reviews, and industry events.
Build relationships across engineering, developer experience, docs, and procurement, not just with your champion.
Run a clean commercial process
Keep Salesforce current: opportunities, stages, next steps, contacts, and renewal dates.
Forecast renewals and expansion accurately 30, 60, and 90 days out.
Bring customer feedback on pricing, packaging, and product gaps back to Product and leadership.
Share what works with the Account Management team so the best plays become repeatable.
What we're looking for
3+ years in a quota-carrying account management role, or an AE role with expansion ownership, at a B2B SaaS company.
A track record of growing mid-market or enterprise accounts ($50K+ ARR), with expansion numbers you can name.
Moderate technical understanding: you can explain how a team writes, reviews, and publishes docs (Git, Markdown, APIs, CI/CD), hold your own with engineering leaders, and know when to bring in a Solutions Engineer.
Strong discovery and negotiation skills, including renewals, multi-year terms, and working with procurement.
Experience partnering with Customer Success, with clear ownership of the commercial relationship.
Organized and data-driven: disciplined in Salesforce, accurate in forecasting, and able to read usage data to time an expansion.
Willing to travel about one week a month.
Able to work from our San Francisco office when you're not traveling.
Nice to have
You've sold developer tools, API platforms, or other products bought by engineering teams.
Experience with usage-based pricing, such as credits or overages.
You've used Mintlify or another docs platform.
Familiarity with AI products (AI search, assistants, MCP) and how teams adopt them.
Early-stage startup experience, especially helping build an account management or expansion motion.
What success looks like
30 days: You know your book (every account's contract, renewal date, usage, and key contacts), you've met your CSM partners and top customers, and you have a plan for each account.
90 days: Every renewal in the next two quarters has a plan and a next step, you've made your first on-site visits, and your qualified expansion pipeline is growing.
6 months: You're closing expansion every month, renewals land on time without surprises, and your forecast is reliable.
12 months: You've hit your expansion number, your book grows net revenue year over year, and at least one play you built is used across the team.
Company Benefits:
Competitive compensation and equity
20 days paid time off every year
401k with Employer Match
monthly wellness stipend
100% employee coverage for Health, Dental, Vision
Commute stipend to help get you to and from work
Free lunch and dinners
Annual team offsite (previously went to Alaska, Hawaii, Jackson Hole)
