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Mintlify is a documentation platform serving 100+ million developers annually and powering docs for 20,000+ companies including Anthropic, Microsoft, PayPal, Spotify, and Coinbase. The company recently raised a $45M Series B led by A16Z and Salesforce Ventures and is now 65 employees strong.
You will own and grow a book of mid-market accounts, each typically $50K–$250K in annual recurring revenue. Working alongside Customer Success, you'll manage the commercial side: renewals, expansion opportunities, and pricing conversations. Your buyers are engineering, developer experience, and documentation leaders.
Key responsibilities include:
- Manage and grow your account book through renewals, multi-year agreements, and expansion opportunities (new product teams, help centers, AI usage growth).
- Partner with Customer Success Managers to identify expansion signals and turn them into qualified opportunities.
- Conduct discovery, build business cases, and negotiate deals for new sites, help centers, AI credits, and add-ons.
- Build relationships across multiple stakeholders (engineering, developer experience, procurement) beyond your primary champion.
- Conduct on-site customer visits, executive business reviews, and attend industry events (approximately one week per month).
- Maintain accurate Salesforce records, forecast renewals and expansion 30/60/90 days out, and share customer feedback on pricing and product gaps.
- Share successful plays with the Account Management team to build repeatable processes.
You'll report to Ben Terrill, Head of Customer Success, and work in the San Francisco office when not traveling. This is a full-time, quota-carrying role with approximately one customer visit per month.
REQUIREMENTS:
- 3+ years in a quota-carrying account management role, or AE role with expansion ownership, at a B2B SaaS company
- Track record of growing mid-market or enterprise accounts ($50K+ ARR) with demonstrable expansion numbers
- Moderate technical understanding: ability to explain how teams write, review, and publish docs (Git, Markdown, APIs, CI/CD); comfort holding conversations with engineering leaders
- Strong discovery and negotiation skills, including renewals, multi-year terms, and procurement interactions
- Experience partnering with Customer Success with clear ownership of the commercial relationship
- Organized and data-driven: disciplined in Salesforce, accurate forecasting, able to read usage data to time expansions
- Willingness to travel approximately one week per month
- Ability to work from San Francisco office when not traveling
NICE TO HAVE:
- Experience selling developer tools, API platforms, or products bought by engineering teams
- Familiarity with usage-based pricing (credits, overages)
- Prior use of Mintlify or similar docs platforms
- Familiarity with AI products (AI search, assistants, MCP) and adoption patterns
- Early-stage startup experience, especially building account management or expansion motions
