Summary
Overview
Work History
Education
Additional Information
Volunteering
Timeline
Generic

ELYSE MCGRATH

Denver - Remote,CO

Summary

Competitive, ambitious, and performance driven Sales Professional with 10+ years' experience in the SaaS industry. Proven track record of success, exceeding company goals, and building executive client relationships.

Overview

13
13
years of professional experience

Work History

Account Executive - Install Base

Upkeep
07.2023 - Current
  • Manage and grow a portfolio of 400+ existing customer accounts, driving both new revenue (ARR) and net revenue retention (NRR) through strategic expansion, cross-sell, and relationship management initiatives.
  • Consistently exceed revenue targets, averaging $65K/month ($165K/quarter) with a 33% win rate, through targeted outreach, solution-based selling, and effective pipeline execution.
  • Weekly forecast reporting to track monthly and quarterly performance; consistently aligned pipeline accuracy with revenue goals
  • Collaborate closely with Customer Success, Product, and Marketing teams to deliver customer insights that inform persona development, product positioning, and campaign strategy—laying a foundation for account-based marketing (ABM).
  • Travel to customer sites for product walkthrough, hands-on training, implementation support, and quarterly business reviews, building high-touch relationships and influencing adoption strategy.
  • Leverage AI tools (including Upkeep's native platform) for personalized outreach, customer follow-up, meeting recaps, and automated lifecycle engagement to support retention and expansion goals.
  • Utilize tools such as Gong, Zuora, Totango, Outreach, ChiliCal, SFDC, and Chorus to drive data-backed customer insights and improve account-level messaging and engagement strategies.
  • Influence internal enablement and marketing through direct feedback on product usage, adoption trends, and customer pain points—serving as a bridge between frontline users and internal teams.

Account Executive

KPA, LLC
11.2021 - 07.2023
  • Successfully hit 100% of ramp quota in 2021
  • Achieved 120% of $650,000 sales quota in 2022 & 100% of 2023 Q1 quota
  • Develop and execute a comprehensive territory plan
  • Manage entire sales cycle from first contact to established customer sale and maintained solid customer base
  • Lead all negotiations, budget discussions, RFP/RFI fulfillments, etc.
  • Prospect new clientele through networking, cold calling, canvassing and referrals - Outreach, ZoomInfo, LinkedIn Sales Navigator, Salesforce, Hubspot Marketing, Chorus.ai
  • Work within several clients departments to identify and engage leadership based on value, including budget
  • Built and strengthen relationships across Southeast with new and existing accounts to drive revenue growth - clients visits, outings, conferences, events, associations, chapter event sponsorship
  • Build customized Mutual Action Plan for every single deal along with customized demo environment
  • Record and maintain sales prospect and sales data within customer relationship management system - Salesforce
  • Stay up-to-date on changing industry and product standards and trends related to accounts - EHS Today member, National NSC Partner, IndustryWeek member
  • Upsell users tiers and product packaging as Account Management duties require
  • Work cross functionally within organization to optimize product features, communicate customer performance and feedback

Senior Account Executive

PlanOmatic
01.2021 - 07.2021
  • Applied strategic negotiation and sales closing skills to bring in 6 new accounts over 6.5 months resulting in over $650,000 ARR.
  • Developed and implemented a new favorable pricing structure balancing firm objectives against client targets.
  • Developed and implemented a new formalized testing process for clients entering the sales cycle.
  • Identified key products, services and customers and used data to devise innovative sales and marketing plans enabling dramatic growth.
  • Strategized and implemented successful approaches to revitalize underperforming product lines and create profit-generating enterprises using PlanOlabs and Tableau.
  • Daily use of UpLead, Hubspot, ZoomInfo, L10, Basecamp, Asana, Slack, Zoom, MicrosoftTeams, Webex, RingCentral, and proprietary & industry programs.
  • Completed and submitted weekly, monthly and quarterly reports to support executive decision making and individual performance.
  • Consistently exceeded KPIs through discovery of new accounts.
  • Capitalized on industry and marketplace trends to strategize business development solutions and enhance business operations.
  • Identified and pursued valuable business opportunities through networking, conferences and industry memberships to generate new company revenue and improve bottom line profit.
  • Partnered with operations, leadership, data & integration and IT teams to align project goals with business strategy and define project milestones.

Senior Account Executive

Parago Software
06.2019 - 01.2021
  • Established a new customer base in US/West Coast Territory with one other US representative
  • Prospected on average 50-60 new clients per day through various channels
  • Managed all current customers as it relates to on-boarding, implementation, and customer retention
  • Successfully brought on 32 new school districts resulting in $704,000 ARR
  • Q1 2020 103% to quota and Q2 2020 96% to quota
  • Liaison with sales, marketing and management teams to develop solutions and accomplish shared objectives for the US market as it relates to K-12 Asset Management
  • Daily use of Salesforce, ZoomInfo, Slack, Zoom and proprietary & industry programs.
  • Maintained all vendor, board, member-based associations, and advocacy group relationships within the K-12 Education Technology sector
  • Developed customize webinars and territory targeted data slicks among other digital advertising techniques to inform and educate current clients and prospects on Parago's value prop during Covid-19

Regional Account Executive

Zillow Group Inc.
10.2017 - 04.2019
  • Focused soley on Digital Advertising to increase lead to lease volume in the Multi-family Rental industry
  • Sold SaaS Marketing products (Rent Connect, Boost, Social Media add-ons, and search optimization) in excess of $200k ARR to multifamily firms
  • Maintained and organized customer database of over 600 clients regionally (Georgia and Florida)
  • Prospect approximately 100+ clients per day through various channels in
  • Daily use of Salesforce, ZoomInfo, Slack, Zoom, Lessonly, and proprietary & industry programs.
  • Q4 2017- 110% to quota (ramping), Q1 2018 - 122% to quota, Q2 2018- 105% to quota, Q3 2018 - 143% to quota
  • Responsible for managing relationships within multiple levels of organizations (C-level, developers, real estate agents, property managers, leasing agents, etc.)

SaaS Account Executive

Xactly
04.2017 - 09.2017
  • Managed a portfolio of 700 accounts targeting an ARR quota of $150,000 in sales
  • Maintained consistent quarterly performance of 100%+ to qouta in Q2 and Q3
  • Conducted executive board presentations of Xactly's suite of products via customized web demo (Zoom) or in-person
  • Strategized with multiple C-level executives including Finance, Accounting, Sales, IT, and Operations using Challenger Method
  • Coached, mentored, and collaborated with Business Development Representatives and Sales Development Representatives to best locate business in assigned territory,

SaaS Account Executive

ReadyTalk
01.2016 - 01.2017
  • Prospected and built a book of business of over 400 Mid to Enterprise level clients in each territory ranging from Central to Northeast; also worked with International clients
  • Maintained a steady pipeline of $25,000 over the past 10 months
  • Successfully hit ramp up quotas and reached the standard $2,250/monthly quota
  • Performed weekly software demos to prospects consisting of entire suite of products including integration offerings

Account Executive (B2B Outside Sales)

TEKsystems
01.2014 - 01.2016
  • Established and developed more than 15 new Telecom accounts, earning combined profit of over $60k in 2016 alone
  • Participated in National and Regional Conference planning and support calls relating to clients with multiple market presence
  • Consistently met and exceeded Expected Business Results (EBRs) for production and face-to-face client meetings
  • Developed weekly one on one training with recruiters to strategize and move pipeline along
  • Participated in various incentive programs and weekly contests designed to award production achievement
  • Nominated to attend annual National Sales Meetings held by President of Allegis Group and TEKsystems

Technical Recruiter (Inside Sales Representative)

TEKsystems
01.2013 - 01.2014
  • Generated new business with more than $1M in revenue annually
  • Set new meetings for Outside Sales Team (Account Executives) through various networking (events, user groups, referrals)
  • Received company Winner's Circle Award 4 quarters and annually after maintaining record sales achievement first year as recruiter
  • Nominated into and successfully completed 12-week Sales Readiness Program (SRP) in 2014

Education

BBA - Marketing

University of Georgia
Athens, GA
2012

BBA - Marketing

Georgia College And State University
Milledgeville, GA

Additional Information

2014 Partnership of the Year Award, 2014 - 2015 Winner's Circle Award, 2014 Q3 & Q4 Recruiter of the Quarter, 2016 Sales for Life - Social Selling Mastery, 2016 Sandler Training, 2016 ExecVision Sales Call Training, 2018 Insights Discovery Training, 2022 OSHA 10-Hour Training, UpKeep - consistently ranked among top performers; earned multiple monthly awards for quota attainment and strategic execution, Honored with cross-functional “Shout Out” awards for leadership in customer growth initiatives and install base success

Volunteering

WIT (Women in Technology) on Campus - Sr. Business Development Manager 4/2014 - 5/2014, ALE (Atlanta Linux Enthusiasts) User Group - Sponsor 2013-2014, Boys and Girls Club of America - Mentor 2008-2009, Animal Rescue of the Rockies 2016-Present, XactlyOne 2017, Zall Gives Back 2017-2018, Womens Excellence in Sales and Leadership 2017-2018

Timeline

Account Executive - Install Base

Upkeep
07.2023 - Current

Account Executive

KPA, LLC
11.2021 - 07.2023

Senior Account Executive

PlanOmatic
01.2021 - 07.2021

Senior Account Executive

Parago Software
06.2019 - 01.2021

Regional Account Executive

Zillow Group Inc.
10.2017 - 04.2019

SaaS Account Executive

Xactly
04.2017 - 09.2017

SaaS Account Executive

ReadyTalk
01.2016 - 01.2017

Account Executive (B2B Outside Sales)

TEKsystems
01.2014 - 01.2016

Technical Recruiter (Inside Sales Representative)

TEKsystems
01.2013 - 01.2014

BBA - Marketing

University of Georgia

BBA - Marketing

Georgia College And State University

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ELYSE MCGRATH