Director, Demand Generation & Sales Development

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

• Establish SLAs for lead response and qualification
• Manage MQL-to-SQL conversion rates
• Improve lead routing effectiveness
• Create consistent qualification standards
• Drive productivity and pipeline accountability

BDR Organization Leadership

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

Partner & Alliance Demand Generation

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

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

• 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

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
• Deep understanding of account-based marketing (ABM) strategies
• Experience managing both inbound and outbound demand generation motions
• 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