Summary
Overview
Work History
Education
Affiliations
Timeline
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Park Ticer

Tampa,FL

Summary

I help pioneering, customer-obsessed cybersecurity companies grow their pipeline, convert more deals, and develop a team-first, winning culture that fuels a legacy of internal growth.

Overview

8
8
years of professional experience

Work History

Director of Business Development

Deepwatch
Remote
03.2024 - Current
  • Achieved 100% FY24 plan
  • Led new partner and event strategy that resulted in 2X event opportunities
  • Led cross-functional collab to source the top ICP net new opportunities of '24 (i.e. F500 brands, top, global hedge fund, etc.)
  • Ran cold/warm outreach- booked meetings over calls, LinkedIn, and email
  • Conducted Discovery meetings & A/B tested messaging
  • Advised new territory model to assist AEs and increase engagement w/ ICP
  • Met with partners and customers, adding value and creating cross-sell/upsell opportunities
  • Re-designed BDR program, increasing the ROI of our GTM strategy
  • Re-branded/created new messaging with leadership
  • Trained AEs by request on strategic, hunter best practices

Director of Business Development

ReliaQuest, Inc
Tampa, FL
10.2022 - 02.2024
  • Scaled team from 25 BDRs to 50+
  • Beat every quarterly quota goal as well as '23 net new pipeline goal (BDR-sourced averaged 150% over the FY)
  • Re-vamped enablement and rolled out "Discovery Certification" process: enabled BDRs to run the sales cycle + increased our Discovery skillset/qualification rates
  • Re-designed onboarding process, talk tracks, and ramp plan- avg. ramp time is now 35%+ faster
  • Promoted 25+ BDRs to Sr. BDR and 20+ Seniors to other GTM roles
  • Enabled and promoted 1 new Regional Manager. I led/mentored 4 Regional Managers total (TPA, SLC, and London offices)
  • Actioned strategic campaigns to seize key opportunities- i.e. helped land largest deal in company history, 10X'd the turnout for a major, Q3 partner event, etc.
  • Highest production per BDR as well as highest team attainment in org. history since stepping into leadership

Global Director of Sales Development

Labelbox, Inc
Remote
09.2021 - 10.2022
  • Scaled Sales Dev team from 6 to 14 (3 teams - US West, US East, EMEA)
  • Hired, trained and promoted a Regional SDR Manager (mentored and led 2 managers in this position)
  • Exceeded quarterly goals and 2X'd BDR-sourced net new pipeline by Q2 '22
  • Increased visibility, handling, and conversion of leads (established concrete SLAs)
  • 2X'd our engagement of strategic accounts, collaborating with Product Marketing and Demand Gen. on highly-targeted campaigns
  • Designed and implemented SDR enablement program resulting in faster onboarding, ramp to productivity, and progression
  • Established a clear career progression plan with a "Senior SDR" program, accelerating team promotions

Director of Business Development

Darktrace, Inc
Remote
07.2020 - 08.2021
  • Led the expansion of multiple territories (U.S. Midwest, Central, and Southeast) and turned around underperforming regions
  • Rebuilt and scaled our Sales Development team to 30 fully-remote members
  • Promoted 4 Team Leads and trained them as independent managers; promoted 8 Sr. SDRs (a role I helped to create)
  • Increased production 2X while averaging a nation-leading 80%+ qualified opportunity rate
  • Won “Sales Office of the Year” in 2020 and 2021
  • Darktrace IPO’d in April 2021

Manager, Business Development

Darktrace, Inc
Remote
04.2020 - 06.2020
  • Managed U.S. Midwest, then after 2 months, I was promoted to manage the U.S. Central and U.S. Southeast regions as well
  • Led and developed a team of 14 team members, including 6 national top producers (interviewed, onboarded, set KPIs, and ensured team hit/exceeded quota)
  • Collaborated internally to build our re-confirmation playbook and other strategies, increasing our meeting completion rate to 75%+ (used nationwide)
  • Developed successful campaigns that focused on quality, relational touchpoints in the midst of the pandemic/remote-first work

Team Lead, Business Development

Darktrace, Inc
Reston, VA
10.2019 - 03.2020
  • Trained and led a team of 8 team members, a number of whom became national top performers and Team Leads
  • Top N.A. producer (out of 30+) - set record for opportunities created in Q1 '20

Business Development Representative

Darktrace, Inc
Reston, VA
02.2018 - 09.2019
  • One of the first 5 SDRs hired to start the Mid-Atlantic/Midwest office
  • Helped develop a successful handbook and training guide for U.S. SDRs/AEs
  • Developed $3.79M+ in closed deal value; highest close rate for on-site trials

Sales & Marketing Specialist

Seventh Sense, Inc
Reston, VA
06.2017 - 01.2018
  • Employee #1, led demand gen for ML/AI startup - increased engagement 100%

Education

Bachelor of Science - Business Administration: Digital Marketing And Advertising

Liberty University
Lynchburg, VA
05.2017

Affiliations

  • Eagle Scout, Troop 1257, Boy Scouts of America
  • Men's Collegiate Lacrosse, NCAA Division 3

Timeline

Director of Business Development

Deepwatch
03.2024 - Current

Director of Business Development

ReliaQuest, Inc
10.2022 - 02.2024

Global Director of Sales Development

Labelbox, Inc
09.2021 - 10.2022

Director of Business Development

Darktrace, Inc
07.2020 - 08.2021

Manager, Business Development

Darktrace, Inc
04.2020 - 06.2020

Team Lead, Business Development

Darktrace, Inc
10.2019 - 03.2020

Business Development Representative

Darktrace, Inc
02.2018 - 09.2019

Sales & Marketing Specialist

Seventh Sense, Inc
06.2017 - 01.2018

Bachelor of Science - Business Administration: Digital Marketing And Advertising

Liberty University

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Park Ticer