Account Manager

Speedrun Talent Network

San Francisco (CA)

Hybrid

USD 120,000 - 180,000

Full time

4 days ago

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Benefits offered by this job

Competitive compensation and equity

20 days paid time off every year

401k with Employer Match

monthly wellness stipend

100% employee health coverage

Commuting stipend

Free lunch and dinners

Annual team offsite

Job summary

Mintlify is hiring an Account Manager to grow relationships with a book of customers on $50K–$250K ARR. You’ll own renewals, expansion, and pricing while collaborating with Customer Success. You don’t need to write code, but you should be comfortable discussing docs architecture.

You'll travel about one week per month for customer visits and events, spending time in our San Francisco office when not traveling, and working with engineering, docs, and procurement teams to maximize value.

Qualifications

3+ years in a quota-carrying account management role, or AE 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: explain how a team writes, reviews, and publishes docs (Git, Markdown, APIs, CI/CD).
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: Salesforce, forecasting, and reading usage data to time expansions.
Willing to travel about one week a month.
Able to work from our San Francisco office when not traveling.

Responsibilities

Manage a book of accounts, typically $50K–$250K ARR.
In partnership with a CSM, build an account plan for each: stakeholders, contract terms, usage, and growth areas.
Support renewals end to end: forecast early, negotiate terms, and propose multi-year agreements where they fit.
Partner with your CSMs to turn signals into qualified opportunities.
Run discovery, build the business case, negotiate and close: new sites for other products or business units, help centers and knowledge bases, AI credits, add-ons.
Right-size offers to meet customer needs rather than default to full bundles.
Spend about one week a month with customers: on-site visits, executive reviews, and industry events.
Build relationships across engineering, developer experience, docs, and procurement, not just with your champion.
Keep Salesforce current: opportunities, stages, next steps, contacts, renewal dates.
Forecast renewals and expansion 30, 60, 90 days out.
Share pricing feedback with Product and leadership.
Share best plays with the Account Management team.

Skills

Account management

Quota carrying

Negotiation

Forecasting

Salesforce

Cross-functional collaboration

Docs/tool talk

Tools

Salesforce

Job description

Why Mintlify?

We're on a mission to empower builders.

Massive reach: Our docs platform serves 100 million+ developers every year and powers documentation for 20,000+ companies, including Anthropic, Microsoft, PayPal, Spotify, Coinbase, X, and over 20% of the last YC batch.
Small team, huge impact: We recently passed 65 employees and raised a $45 million Series B led by A16Z and Salesforce Ventures. Each new hire has a huge impact on shaping the company's trajectory.
Culture of slope over y-intercept: We value learning velocity, grit, and unapologetically unique personalities.

We grew in value faster than headcount and we’re looking to align the two quickly.

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
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: