Account Manager

Job Description

Job Description

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.

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.

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.

For more than 30 years, Scotsman Guide has been the leading source of media and financial technology tools for the mortgage industry. From our flagship magazine and The Originator daily newsletter to ScotsmanGuide.com and our Lender Search marketplace, we connect lenders, brokers, and service providers through the trusted data, insight, and media that the vast majority of mortgage professionals know and rely on.

Company Description

For more than 30 years, Scotsman Guide has been the leading source of media and financial technology tools for the mortgage industry. From our flagship magazine and The Originator daily newsletter to ScotsmanGuide.com and our Lender Search marketplace, we connect lenders, brokers, and service providers through the trusted data, insight, and media that the vast majority of mortgage professionals know and rely on.