Director, Demand Generation & Sales Development

LevelBlue reduces risk and builds lasting resilience so organizations can innovate and advance their mission with confidence. As the world’s most analyst-recognized and largest pure-play managed security services provider, LevelBlue elevates client outcomes that matter: stronger defense, faster response, and sustained business continuity. LevelBlue combines AI-powered security operations, advanced threat intelligence, and elite human expertise to provide the most comprehensive portfolio of strategic advisory, managed security, offensive security, and incident response services.

Position Summary

The Director of Demand Generation & Sales Development is responsible for building and leading LevelBlue's revenue development organization, combining inbound demand generation, partner-driven opportunities, and outbound business development into a single high-performing pipeline creation engine.

This leader oversees both

Sales Development Representatives (SDRs)

Focused on

• Marketing-qualified leads (MQLs)
• Inbound lead management
• Partner and alliance-generated opportunities
• Existing customer demand generation campaigns
• Lead qualification and routing

Business Development Representatives (BDRs)

Focused on

• Net-new logo acquisition
• SMB and Mid-Market opportunity creation
• Outbound prospecting
• Territory-based demand generation
• Pipeline generation for Commercial and SMB sellers

The successful candidate will create scalable processes, drive demand creation metrics, optimize conversion rates, and ensure seamless handoffs across Marketing, Alliances, Sales, Operations, and Customer Success. This role is accountable for delivering qualified pipeline that supports LevelBlue's growth objectives across MDR, MXDR, Incident Response, Exposure Management, Cyber Resilience, Consulting, and Managed Security Services.

Key Responsibilities

Demand Generation Strategy

• Develop and execute the company's demand generation strategy.
• Create integrated inbound, outbound, partner, and customer expansion motions.
• Partner with Marketing to maximize campaign effectiveness and conversion rates.
• Establish target account and segmentation strategies.
• Drive pipeline creation aligned to annual revenue goals.
• Build demand generation programs for Enterprise, Commercial, SMB, and existing customer segments.

SDR Organization Leadership

Lead a team responsible for

• Inbound lead follow-up
• Marketing lead qualification
• Partner-generated lead qualification
• Event and webinar follow-up
• Existing customer nurture campaigns
• Marketing-to-sales conversion

Responsibilities include

• Establishing SLAs for lead response and qualification
• Managing MQL-to-SQL conversion rates
• Improving lead routing effectiveness
• Creating consistent qualification standards
• Driving productivity and pipeline accountability

BDR Organization Leadership

Lead a team responsible for

• Outbound prospecting
• Net-new logo acquisition
• Territory penetration
• Multi-threaded prospect engagement
• Appointment setting
• Pipeline generation within the SMB and Mid-Market segments

Responsibilities include

• Account-based prospecting programs
• Industry-specific campaigns
• Persona-based outreach
• Opportunity creation goals
• Territory planning and account prioritization

Partner & Alliance Demand Generation

Collaborate with

• AT&T
• SentinelOne
• Aon
• Strategic Alliances
• Channel Partners

Responsibilities include

• Building joint pipeline programs
• Partner lead-routing models
• MDF-driven campaign execution
• Joint webinars and events
• Alliance demand creation initiatives
• Partner-sourced opportunity management

The Director will ensure partner-generated opportunities are handled consistently and converted efficiently into sales-ready opportunities.

Revenue Operations & Process Excellence

• Develop demand generation KPIs and dashboards.
• Create standardized lead qualification methodologies.
• Ensure Salesforce process adoption and data quality.
• Optimize conversion through the funnel.
• Build forecasting models around pipeline creation.
• Identify bottlenecks in lead generation and opportunity conversion.
• Improve marketing attribution and campaign effectiveness.

Cross-Functional Leadership

Partner closely with

• Marketing
• Direct Sales
• Channel Sales
• Customer Success
• Renewals
• Product Marketing
• Revenue Operations

Drive alignment around

• Lead definitions
• Routing rules
• Campaign priorities
• Pipeline goals
• Revenue targets

Success Metrics

The Director will be measured on

Pipeline Creation

• Qualified pipeline generated
• Marketing sourced pipeline
• Partner sourced pipeline
• Outbound created pipeline
• New logo pipeline

Conversion Metrics

• MQL → SQL conversion
• SQL → Opportunity conversion
• Opportunity creation rate
• Lead response times
• Meeting-to-opportunity conversion

Productivity Metrics

• Opportunities created
• Qualified meetings completed
• Net-new accounts engaged
• Average pipeline generated per rep
• Partner-generated opportunity growth

Team Performance

• Goal attainment
• Employee development
• Rep promotion rates
• Attrition management
• Recruiting and talent development

Required Qualifications

• Bachelor's degree or equivalent experience.
• 8+ years of B2B technology sales, demand generation, or sales development leadership.
• 5+ years managing SDR, BDR, or inside sales organizations.
• Proven success creating qualified pipeline in cybersecurity, SaaS, managed services, or consulting environments.
• Experience managing both inbound and outbound demand generation motions.
• Deep understanding of account-based marketing (ABM) strategies.
• Experience working with channel partners and alliance ecosystems.
• Strong expertise with Salesforce, Outreach, Salesloft, HubSpot, Marketo, or equivalent platforms.
• Demonstrated ability to build and scale high-performance sales development teams.

Preferred Qualifications

• Cybersecurity industry experience.
• Familiarity with MDR, MXDR, Managed SOC, Exposure Management, Incident Response, Consulting, and Managed Security Services.
• Experience selling into CIO, CISO, Security Operations, Risk, Compliance, and IT Leadership personas.
• Background in scaling a demand generation organization through rapid growth or acquisition integration.

Leadership Characteristics

• Builder mentality
• Data-driven decision maker
• Strong coaching and talent developer
• Operationally disciplined
• Process-oriented
• Collaborative cross-functional leader
• Customer-focused
• Executive presence and communication skills

What Success Looks Like After 12 Months

• Predictable, scalable demand generation engine.
• High-performing SDR and BDR organizations.
• Consistent partner-sourced opportunity growth.
• Increased inbound lead conversion.
• Best-in-class lead qualification and routing process.
• Measurable growth in SMB and Mid-Market pipeline.
• Strong alignment across Marketing, Alliances, Sales, and Revenue Operations.
• Significant contribution to LevelBlue's annual new business revenue objectives.

Why Join LevelBlue?

At LevelBlue, you’re not just an employee—you’re part of a team making a real difference in the world of cybersecurity. We foster a culture of innovation and creativity where your contributions are valued, and you’ll have the support and resources to grow and thrive.

Benefits and Perks

• Comprehensive medical, dental, and vision insurance.
• 401(k) with employer matching.
• Generous paid time off and holidays.
• Flexible spending accounts and health savings accounts.
• Employee assistance programs.
• Training and development opportunities.
• Adoption assistance program.

This role is open to candidates legally authorized to work in the United States. At LevelBlue, we support flexible work and bring people together in person for key moments based on role, team, and business needs.

LevelBlue is committed to a culture of respect, inclusion, and equal opportunity. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status, age, or any other status protected under applicable law.

To all agencies: Please do not contact LevelBlue employees outside of the Talent Acquisition team. LevelBlue’s policy is to only accept resumes from agencies through its approved agency process and with a valid agreement in place. Any resume submitted outside this process will be considered the property of LevelBlue, and no fee will be paid if a candidate is hired from such a submission.

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