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