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 SummaryThe 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 managementPartner and alliance-generated opportunitiesExisting customer demand generation campaignsLead qualification and routing Business Development Representatives (BDRs)Focused on: Net-new logo acquisitionSMB and Mid-Market opportunity creationOutbound prospectingTerritory-based demand generationPipeline 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 ResponsibilitiesDemand 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 LeadershipLead a team responsible for: Inbound lead follow-upMarketing lead qualificationPartner-generated lead qualificationEvent and webinar follow-upExisting customer nurture campaignsMarketing-to-sales conversion Responsibilities include: Establishing SLAs for lead response and qualificationManaging MQL-to-SQL conversion ratesImproving lead routing effectivenessCreating consistent qualification standardsDriving productivity and pipeline accountability BDR Organization LeadershipLead a team responsible for: Outbound prospectingNet-new logo acquisitionTerritory penetrationMulti-threaded prospect engagementAppointment settingPipeline generation within the SMB and Mid-Market segments Responsibilities include: Account-based prospecting programsIndustry-specific campaignsPersona-based outreachOpportunity creation goalsTerritory planning and account prioritization Partner & Alliance Demand GenerationCollaborate with: AT&TSentinelOneAonStrategic AlliancesChannel Partners Responsibilities include: Building joint pipeline programsPartner lead-routing modelsMDF-driven campaign executionJoint webinars and eventsAlliance demand creation initiativesPartner-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 LeadershipPartner closely with: MarketingDirect SalesChannel SalesCustomer SuccessRenewalsProduct MarketingRevenue Operations Drive alignment around: Lead definitionsRouting rulesCampaign prioritiesPipeline goalsRevenue targets Success MetricsThe Director will be measured on:Pipeline Creation Qualified pipeline generatedMarketing sourced pipelinePartner sourced pipelineOutbound created pipelineNew logo pipeline Conversion Metrics MQL → SQL conversionSQL → Opportunity conversionOpportunity creation rateLead response timesMeeting-to-opportunity conversion Productivity Metrics Opportunities createdQualified meetings completedNet-new accounts engagedAverage pipeline generated per repPartner-generated opportunity growth Team Performance Goal attainmentEmployee developmentRep promotion ratesAttrition managementRecruiting 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 mentalityData-driven decision makerStrong coaching and talent developerOperationally disciplinedProcess-orientedCollaborative cross-functional leaderCustomer-focusedExecutive 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. #LI-KD1