Summary
Overview
Work History
Skills
Timeline
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SCOTT A. MCELRATH

Clearwater,FL

Summary

Highly organized and coachable sales professional looking to make an impact within a new vertical in order to achieve goals for the organization, as well as achieve personal & professional development goals. Looking to use my work ethic, quick learning skills, and meticulous attention to detail in order to educate and guide my prospects throughout the buying cycle, and provide the best support to my prospective clients, as well as my internal colleagues.

Overview

7
7
years of professional experience

Work History

Account Executive II

Deltek
01.2024 - Current
  • Promoted to Account Executive II. Closed 71% to annual quota of $370,000 across 18 deals, 55% being multi-year term length deals.
  • 2025 - Represented Deltek at VETS25 industry conference where I generated net-new leads, had conversations with existing customers for potential cross-selling opportunities, and promoted Deltek amongst industry attendees.
  • Started branching out on LinkedIn by posting more content to grow industry knowledge and promote Deltek brand-awareness to ICP's.
  • Continue to hold frequent call blitzes and "film review" to study previous deals, learn from other AE's perspectives and talk tracks, and try new tactics to affect positive change.
  • Mentored new Account Executives during their on-ramp regarding product-knowledge and sales best-practices.
  • Encouraged SDR's and MDR's to sit on Discovery or Demo-meetings when applicable to grow product knowledge and affirm prospect-fit.

Account Executive

Deltek
01.2022 - 02.2024
  • 2023 - Closed year 2 in-seat at 120% to annual quota of $290,000, auto-qualified for President's Club at Deltek. Average ACV was $15,131 across 23 deals, 33% being multi-year term length deals.
  • 2022 - Completed onboarding and closed 140% of Q1 Quota. Closed year 1 in-seat at 57% to annual ramped-quota of $229,348. Average ACV was $13,076 across 10 deals, 10% being multi-year term length deals.
  • Held weekly review meetings with SDR partner to collaborate on new accounts, prospecting strategies, and ways to drive more meetings/Opportunities.
  • Participated in monthly call blitzes to grow sales-sourced pipeline.
  • Mentored new Account Executives during their on-ramp regarding product-knowledge and sales best-practices.
  • Held routine debrief meetings with Solutions Engineers as well as SDR's after demo's and other prospect meetings to discuss feedback, where to improve, and ensure alignment on deal cycles.
  • Encouraged SDR's and MDR's to sit on Discovery or Demo-meetings when applicable to grow product knowledge and affirm prospect-fit.

ACCOUNT EXECUTIVE II

FRONTSTEPS
07.2021 - 12.2021
  • August 2021 - Took initiative to collaborate and get acclimated with other departments by creating and leading a company wide, 30 minute training on our Employee Experience committee
  • October 2021 - Passed all required product training and certifications
  • November 2021 - Achieved 19.3% call-to-conversion rate, resulting in approximately $68,400 ARR generated in future pipeline across six net-new Opportunities
  • November 201 - Managed account list of one hundred clients at a time, with all notes and Salesforce information updated on a weekly basis, as well as updates provided to Management as necessary

REGIONAL ACCOUNT EXECUTIVE

TOPS Software
04.2020 - 07.2021
  • H1 2021 - #2 in number of deals closed and total revenue generated
  • H1 2021 - Took initiative to establish weekly meetings with Sales peers to discuss wins, losses, feedback, coaching opportunities, and establish on-going development
  • Q1 2021 - #1 in number of deals closed and total revenue generated
  • H1 2020 - #1 in number of deals closed, #2 in total revenue generated
  • H1 2020 - Took initiative to increase collaboration between Sales and Sales Development to improve cross-department relations, improve overall performance of both departments, as well as improve trust and respect amongst individuals and departments as a whole

SALES DEVELOPMENT REPRESENTATIVE

TOPS Software
06.2018 - 04.2020
  • Q1 2020 - 188% to quota for SQL's generated, and #1 in ARR generated.
  • 2019 & 2020 - Assisted in training and development of new SDR's, via shadowing during prospecting sessions, shadowing during 'hot lead' calls, as well as navigation of Salesforce, Teams, SharePoint, and Outlook
  • 2019 - Established 'call blitz' hours with all SDR's twice a week to increase morale, provide and accept feedback, and improve departmental performance.
  • 2019 - #2 in revenue generated from qualified meetings as well as number of qualified meetings generated.

Skills

  • Curious and highly coachable
  • Extensive experience with Salesforce, and SalesLoft
  • Experience with tools like Allego to create Digital Sales Rooms to make buying experience better for the prospect and better manage forecasted pipeline
  • Strong Discovery skills and experience negotiating with different C-level executives / deal influencers
  • Strong background in prospecting and sales development

Timeline

Account Executive II

Deltek
01.2024 - Current

Account Executive

Deltek
01.2022 - 02.2024

ACCOUNT EXECUTIVE II

FRONTSTEPS
07.2021 - 12.2021

REGIONAL ACCOUNT EXECUTIVE

TOPS Software
04.2020 - 07.2021

SALES DEVELOPMENT REPRESENTATIVE

TOPS Software
06.2018 - 04.2020

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