Account Manager
Scotsman Guide, Bothell, WA, United States
Job Type: Full-Time | Non-Exempt
Scotsman Guide has been powering the mortgage finance industry for more than 30 years, delivering the media, data, and tools that top performers rely on. Our products give mortgage professionals and real estate investors a real competitive edge—helping them discover new opportunities, source deals faster, and close more loans.
About The Role Scotsman Guide is seeking a driven, relationship‑focused Account Manager to join our Sales team. The Account Manager is a hybrid new business and account management role responsible for managing and growing an assigned book of business while actively prospecting to bring new advertising clients (primarily mortgage lenders) into the Scotsman Guide ecosystem. This is a B2B inside‑sales position where success is measured by client retention, revenue growth, and new business acquisition.
The ideal candidate is consultative in their approach, highly organized, and motivated by building long‑term partnerships. Sales activities are conducted through phone, video conferencing, and email.
What You’ll Do Account Management (Farming)
Serve as the primary point of contact for an assigned portfolio of active advertising clients.
Build and nurture long‑term client relationships through consistent, proactive communication.
Conduct quarterly check‑ins with all existing clients to review campaign performance, address concerns, and identify growth opportunities.
Manage contract renewals and change orders in accordance with Scotsman Guide contract guidelines.
Resolve client issues promptly; escalate to management or internal departments as appropriate.
Handle cancellation requests by attempting to retain, reduce, or redirect client spend before finalizing document outcomes in CRM.
New Business Development (Hunting)
Prospect and build a pipeline of new advertising clients through cold calling, cold emailing, networking, and referral generation.
Research prospects to understand their business needs and tailor Scotsman Guide product recommendations accordingly.
Present and demonstrate Scotsman Guide’s product portfolio via phone, video conference, and webinar.
Prepare and deliver proposals, quotes, and presentations aligned to prospect needs.
Manage the full sales cycle from initial outreach through contract execution.
Account Growth & Upsell
Identify upsell and cross‑sell opportunities within the existing book of business to expand revenue.
Proactively recommend seasonal inventory, supplemental ad products, and platform upgrades to current clients.
Develop tailored account growth strategies based on client data and campaign performance.
Consistently contribute to team revenue goals through account growth and upsell activity.
Pipeline & CRM Management
Utilize Magazine Manager CRM to track all prospects and active accounts from initial contact through contract closure.
Log all client communications (calls, emails, and meetings) in CRM with accurate notes and follow‑up tasks.
Keep the CRM pipeline current with accurate deal stages and revenue forecasts at all times.
Strategy & Reporting
Develop individual account strategies to maximize retention and revenue growth across the book of business.
Prepare and present sales forecasts and activity reports in weekly one‑on‑one meetings with the Sales Operations Manager.
Monitor personal performance across key sales metrics and proactively address gaps with your manager.
Contribute to team knowledge by documenting learnings from cancellations, objections, and competitive insights in CRM.
Cross‑Functional Collaboration
Coordinate with the Product team to resolve ad fulfillment issues and ensure client campaigns are performing as contracted.
Partner with the Accounting team to resolve client billing and payment issues.
Advocate for client needs within the organization and communicate feedback to inform product improvements.
Respond to internal requests from all departments in a timely manner.
What You’ll Bring Education & Experience
Bachelor’s degree (B.A. or B.S.) from an accredited four‑year college or university, or an equivalent combination of education and experience.
3–5 years of inside B2B sales experience with a demonstrated history of meeting or exceeding revenue targets.
Experience managing a book of business with both retention and new business development responsibilities.
Experience in advertising sales or the mortgage lending industry is strongly preferred.
Familiarity with Magazine Manager CRM is a plus.
Skills & Competencies
Client Relationship Management: ability to build trust, retain accounts, and drive long‑term satisfaction.
Consultative Selling: skilled at uncovering client needs and recommending tailored solutions.
Prospecting & Cold Outreach: comfortable with high‑volume outbound calling and emailing.
Pipeline Discipline: consistent CRM hygiene and deal tracking across a large volume of accounts.
Communication: clear and concise written and verbal communication; all calls followed by email.
Industry Knowledge: understanding of the mortgage lending landscape and B2B advertising is an advantage.
Technology: proficiency in word processing, spreadsheets, web conferencing tools, and CRM platforms.
Compensation & Benefits
$28.85 – $33.65 per hour ($60k – $70k annually)
Matching 401(k)
Benefits include health, dental, vision, disability and life insurance, FSA, HSA, and voluntary coverage options
Employee Assistance Program and work/life balance culture
Paid time off
9 Paid Holidays and 1 floater holiday
Milestone recognition
Work Location Bothell, WA (Hybrid: 4 days onsite, 1 day remote after training period)
Why Join Us? We’re a small, energetic team behind one of the mortgage industry’s most trusted brands. At Scotsman Guide, you’ll do meaningful work, build real relationships, and be part of a culture that genuinely enjoys showing up every day.
A Team That Actually Works Together
Collaborative by nature. Our team shares wins, solves problems together, and has each other’s backs. There’s no lone‑wolf mentality here.
Small team, big impact. You’ll work closely with leadership and across departments, so your contributions are visible and your voice is heard.
We keep it fun. From daily team interactions to a culture that doesn’t take itself too seriously, there’s a real sense of energy and enjoyment in how we work.
About Work You Can Feel Good About
Products that make a real difference. Scotsman Guide connects mortgage lenders with the borrowers and brokers they need to grow. You’re not just selling ads; you’re helping businesses thrive.
Client‑first sales culture. We do right by our clients, not just our bottom line. If a product isn’t the right fit, we say so. That kind of integrity is something our team is proud of.
A brand with staying power. Scotsman Guide has been the leading resource in the mortgage industry for decades. You’ll represent a name that professionals across the industry already know and respect.
Agile company, established brand. We move fast, adapt quickly, and avoid bureaucracy, while operating from a foundation of decades of industry credibility. The best of both worlds.
Scotsman Guide is committed to fostering a diverse, equitable, and inclusive workplace. We welcome applicants from all backgrounds.
#J-18808-Ljbffr
Scotsman Guide has been powering the mortgage finance industry for more than 30 years, delivering the media, data, and tools that top performers rely on. Our products give mortgage professionals and real estate investors a real competitive edge—helping them discover new opportunities, source deals faster, and close more loans.
About The Role Scotsman Guide is seeking a driven, relationship‑focused Account Manager to join our Sales team. The Account Manager is a hybrid new business and account management role responsible for managing and growing an assigned book of business while actively prospecting to bring new advertising clients (primarily mortgage lenders) into the Scotsman Guide ecosystem. This is a B2B inside‑sales position where success is measured by client retention, revenue growth, and new business acquisition.
The ideal candidate is consultative in their approach, highly organized, and motivated by building long‑term partnerships. Sales activities are conducted through phone, video conferencing, and email.
What You’ll Do Account Management (Farming)
Serve as the primary point of contact for an assigned portfolio of active advertising clients.
Build and nurture long‑term client relationships through consistent, proactive communication.
Conduct quarterly check‑ins with all existing clients to review campaign performance, address concerns, and identify growth opportunities.
Manage contract renewals and change orders in accordance with Scotsman Guide contract guidelines.
Resolve client issues promptly; escalate to management or internal departments as appropriate.
Handle cancellation requests by attempting to retain, reduce, or redirect client spend before finalizing document outcomes in CRM.
New Business Development (Hunting)
Prospect and build a pipeline of new advertising clients through cold calling, cold emailing, networking, and referral generation.
Research prospects to understand their business needs and tailor Scotsman Guide product recommendations accordingly.
Present and demonstrate Scotsman Guide’s product portfolio via phone, video conference, and webinar.
Prepare and deliver proposals, quotes, and presentations aligned to prospect needs.
Manage the full sales cycle from initial outreach through contract execution.
Account Growth & Upsell
Identify upsell and cross‑sell opportunities within the existing book of business to expand revenue.
Proactively recommend seasonal inventory, supplemental ad products, and platform upgrades to current clients.
Develop tailored account growth strategies based on client data and campaign performance.
Consistently contribute to team revenue goals through account growth and upsell activity.
Pipeline & CRM Management
Utilize Magazine Manager CRM to track all prospects and active accounts from initial contact through contract closure.
Log all client communications (calls, emails, and meetings) in CRM with accurate notes and follow‑up tasks.
Keep the CRM pipeline current with accurate deal stages and revenue forecasts at all times.
Strategy & Reporting
Develop individual account strategies to maximize retention and revenue growth across the book of business.
Prepare and present sales forecasts and activity reports in weekly one‑on‑one meetings with the Sales Operations Manager.
Monitor personal performance across key sales metrics and proactively address gaps with your manager.
Contribute to team knowledge by documenting learnings from cancellations, objections, and competitive insights in CRM.
Cross‑Functional Collaboration
Coordinate with the Product team to resolve ad fulfillment issues and ensure client campaigns are performing as contracted.
Partner with the Accounting team to resolve client billing and payment issues.
Advocate for client needs within the organization and communicate feedback to inform product improvements.
Respond to internal requests from all departments in a timely manner.
What You’ll Bring Education & Experience
Bachelor’s degree (B.A. or B.S.) from an accredited four‑year college or university, or an equivalent combination of education and experience.
3–5 years of inside B2B sales experience with a demonstrated history of meeting or exceeding revenue targets.
Experience managing a book of business with both retention and new business development responsibilities.
Experience in advertising sales or the mortgage lending industry is strongly preferred.
Familiarity with Magazine Manager CRM is a plus.
Skills & Competencies
Client Relationship Management: ability to build trust, retain accounts, and drive long‑term satisfaction.
Consultative Selling: skilled at uncovering client needs and recommending tailored solutions.
Prospecting & Cold Outreach: comfortable with high‑volume outbound calling and emailing.
Pipeline Discipline: consistent CRM hygiene and deal tracking across a large volume of accounts.
Communication: clear and concise written and verbal communication; all calls followed by email.
Industry Knowledge: understanding of the mortgage lending landscape and B2B advertising is an advantage.
Technology: proficiency in word processing, spreadsheets, web conferencing tools, and CRM platforms.
Compensation & Benefits
$28.85 – $33.65 per hour ($60k – $70k annually)
Matching 401(k)
Benefits include health, dental, vision, disability and life insurance, FSA, HSA, and voluntary coverage options
Employee Assistance Program and work/life balance culture
Paid time off
9 Paid Holidays and 1 floater holiday
Milestone recognition
Work Location Bothell, WA (Hybrid: 4 days onsite, 1 day remote after training period)
Why Join Us? We’re a small, energetic team behind one of the mortgage industry’s most trusted brands. At Scotsman Guide, you’ll do meaningful work, build real relationships, and be part of a culture that genuinely enjoys showing up every day.
A Team That Actually Works Together
Collaborative by nature. Our team shares wins, solves problems together, and has each other’s backs. There’s no lone‑wolf mentality here.
Small team, big impact. You’ll work closely with leadership and across departments, so your contributions are visible and your voice is heard.
We keep it fun. From daily team interactions to a culture that doesn’t take itself too seriously, there’s a real sense of energy and enjoyment in how we work.
About Work You Can Feel Good About
Products that make a real difference. Scotsman Guide connects mortgage lenders with the borrowers and brokers they need to grow. You’re not just selling ads; you’re helping businesses thrive.
Client‑first sales culture. We do right by our clients, not just our bottom line. If a product isn’t the right fit, we say so. That kind of integrity is something our team is proud of.
A brand with staying power. Scotsman Guide has been the leading resource in the mortgage industry for decades. You’ll represent a name that professionals across the industry already know and respect.
Agile company, established brand. We move fast, adapt quickly, and avoid bureaucracy, while operating from a foundation of decades of industry credibility. The best of both worlds.
Scotsman Guide is committed to fostering a diverse, equitable, and inclusive workplace. We welcome applicants from all backgrounds.
#J-18808-Ljbffr