The Langston Co.
Overview
Join to apply for the
Director of Business Development
role at
The Langston Co. About Langston: Langston is a global insights and strategy firm with a modular research approach. We work with brands from mid-market to Fortune 500 across categories, helping them understand consumers and act with confidence. Our mission is to make consumer research more approachable and powerful for brands worldwide. Where We Are : Since our founding, Langston has grown through a distinctive research approach and founder-led selling, earning trust with anchor clients across industries from CPG to tech. We are now at an inflection point to scale go-to-market beyond what our founders can do alone, amplifying successful elements and exploring new strategies while operationalizing growth with both new and existing clients. This role is remote with occasional travel to client locations or team offsites. About The Role : We are seeking a highly experienced, hands-on
Director of Business Development
to design and lead the sales function as part of Langston’s go-to-market efforts. This includes driving sales strategy, prospecting and building new business, and establishing scalable operations to grow our revenue engine. You will manage revenue targets and partner with our founders, Director of Marketing, and the Leadership team. Your focus will be on sales strategy, materials, tools, and refining execution, while actively selling and iterating to develop Langston’s go-to-market motion. This remote role will require occasional travel to team offsites and client sites when appropriate. The responsibilities for this position cover three primary areas: Business Development & Enablement Prospect and build new business through professional networking and lead generation, collaborating with Marketing on demand-gen tactics. Iterate on enablement artifacts and playbooks to accelerate sales cycles and increase win rates (e.g., effective discovery, objection handling, case studies, closing techniques, proposal templates, SOWs). Build strong relationships with clients and prospective clients, creating trust and confidence at multiple levels with brand/marketing leaders and Consumer Insights teams. Uncover prospect and client business needs, articulate and demonstrate the value of our solutions to meet those needs. Lead the complete sales cycle from opportunity identification to contract negotiation with clients, prospects, and Langston’s Insights & Strategy team. Sales Operations Build and scale sales process, including stage definitions, sales methodology, and instrumentation of CRM (e.g., Salesforce), plus related tools to support tracking, automation, and reporting. Develop and maintain revenue performance dashboards that track bookings, pipeline, forecasts, and key sales metrics to inform decision-making. Define lead scoring and qualification models with marketing to ensure clean handoffs from MQL to Opportunity. Streamline workflows and remove operational friction. Sales Strategy Partner with founders and leadership to design and evolve GTM strategy, translating business goals into objectives, metrics, and execution plans. Codify and refine the end-to-end sales process; continuously improve sales execution and scalability beyond the founders. Assess industry trends and competitor moves, identifying new growth opportunities. Identify bottlenecks in the revenue cycle and design process improvements to accelerate deal velocity and improve conversion. Partner with leadership to refine pricing, packaging, and value propositions based on feedback from prospects and clients. This hands-on approach means the Director of Business Development can lead by example, support the team effectively, and maintain the highest standards of quality and client success. Your Experience & Qualifications
The ideal candidate loves to build, drive revenue, and has a deep passion for leveraging data to drive impactful consumer insights. 5+ years in enterprise sales experience, selling services and software into CPG, Retail/Apparel, in Brand Marketing, Market Research, Category Management, and/or Consumer Insights. Proven track record exceeding pipeline generation and sales goals. Ability to drive strategic sales cycles and close business. Demonstrated success building and optimizing end-to-end revenue processes in fast-paced, growth-stage companies; ability to scale selling beyond founder-led efforts. Functional knowledge of Salesforce.com and ability to use it for tracking, reporting on, and driving insights for pipeline, forecasts, and deal execution. Ability to build enablement and train others to sell well, sharing discovery best practices, adjusting sales methodology, and creating playbooks and content that drive conversion and outcomes. Proven ability to design lead qualification frameworks, build proposals, and manage a high-volume sales pipeline with a focus on data integrity and conversion rates. Excellent communication, negotiation, and relationship-building skills at the executive level. Ability to balance short-term wins with long-term strategic planning, with a hands-on, roll-up-your-sleeves approach. Appetite for learning and adapting quickly in a dynamic, research-driven environment. Why Work At Langston
Learn & Grow: Langston fosters a culture of learning and mentorship, with exposure to client needs and rapid personal and professional growth through direct project leadership. Make an Impact: See insights turned into action in real-world work for brands Langston serves. Play for an All-Star Team: Work with world-class researchers, operators, and programmers who value learning and teaching. Live Flexibly & Recharge: We are remote-friendly with an open paid time off policy to support work-life balance. Keep Well: Get a monthly stipend to spend on items that promote well-being. Compensation, Benefits & Perks
Live and work from anywhere in the United States Traditional company-sponsored healthcare, dental, and vision insurance Life, AD&D, Short-term Disability, and Long-term Disability - all 100% paid by Langston 401(k) with company match and immediate vesting Monthly wellness benefit of $100 Open Paid Time Off Policy Paid parental leave Salary Range: $150,000+ base salary (based on experience) plus performance-based compensation As an Equal Opportunity Employer, The Langston Co. does not discriminate against applicants or employees because of race, color, creed, religion, sex, national origin, veteran status, disability, age, citizenship, marital or domestic/civil partnership status, sexual orientation, gender identity or expression or because of any other status or condition protected by applicable federal, state or local law. We warmly welcome applicants from underrepresented backgrounds to apply. For information about The Langston Co\'s privacy practices, see our Cookie Policy and Privacy Policy.
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Join to apply for the
Director of Business Development
role at
The Langston Co. About Langston: Langston is a global insights and strategy firm with a modular research approach. We work with brands from mid-market to Fortune 500 across categories, helping them understand consumers and act with confidence. Our mission is to make consumer research more approachable and powerful for brands worldwide. Where We Are : Since our founding, Langston has grown through a distinctive research approach and founder-led selling, earning trust with anchor clients across industries from CPG to tech. We are now at an inflection point to scale go-to-market beyond what our founders can do alone, amplifying successful elements and exploring new strategies while operationalizing growth with both new and existing clients. This role is remote with occasional travel to client locations or team offsites. About The Role : We are seeking a highly experienced, hands-on
Director of Business Development
to design and lead the sales function as part of Langston’s go-to-market efforts. This includes driving sales strategy, prospecting and building new business, and establishing scalable operations to grow our revenue engine. You will manage revenue targets and partner with our founders, Director of Marketing, and the Leadership team. Your focus will be on sales strategy, materials, tools, and refining execution, while actively selling and iterating to develop Langston’s go-to-market motion. This remote role will require occasional travel to team offsites and client sites when appropriate. The responsibilities for this position cover three primary areas: Business Development & Enablement Prospect and build new business through professional networking and lead generation, collaborating with Marketing on demand-gen tactics. Iterate on enablement artifacts and playbooks to accelerate sales cycles and increase win rates (e.g., effective discovery, objection handling, case studies, closing techniques, proposal templates, SOWs). Build strong relationships with clients and prospective clients, creating trust and confidence at multiple levels with brand/marketing leaders and Consumer Insights teams. Uncover prospect and client business needs, articulate and demonstrate the value of our solutions to meet those needs. Lead the complete sales cycle from opportunity identification to contract negotiation with clients, prospects, and Langston’s Insights & Strategy team. Sales Operations Build and scale sales process, including stage definitions, sales methodology, and instrumentation of CRM (e.g., Salesforce), plus related tools to support tracking, automation, and reporting. Develop and maintain revenue performance dashboards that track bookings, pipeline, forecasts, and key sales metrics to inform decision-making. Define lead scoring and qualification models with marketing to ensure clean handoffs from MQL to Opportunity. Streamline workflows and remove operational friction. Sales Strategy Partner with founders and leadership to design and evolve GTM strategy, translating business goals into objectives, metrics, and execution plans. Codify and refine the end-to-end sales process; continuously improve sales execution and scalability beyond the founders. Assess industry trends and competitor moves, identifying new growth opportunities. Identify bottlenecks in the revenue cycle and design process improvements to accelerate deal velocity and improve conversion. Partner with leadership to refine pricing, packaging, and value propositions based on feedback from prospects and clients. This hands-on approach means the Director of Business Development can lead by example, support the team effectively, and maintain the highest standards of quality and client success. Your Experience & Qualifications
The ideal candidate loves to build, drive revenue, and has a deep passion for leveraging data to drive impactful consumer insights. 5+ years in enterprise sales experience, selling services and software into CPG, Retail/Apparel, in Brand Marketing, Market Research, Category Management, and/or Consumer Insights. Proven track record exceeding pipeline generation and sales goals. Ability to drive strategic sales cycles and close business. Demonstrated success building and optimizing end-to-end revenue processes in fast-paced, growth-stage companies; ability to scale selling beyond founder-led efforts. Functional knowledge of Salesforce.com and ability to use it for tracking, reporting on, and driving insights for pipeline, forecasts, and deal execution. Ability to build enablement and train others to sell well, sharing discovery best practices, adjusting sales methodology, and creating playbooks and content that drive conversion and outcomes. Proven ability to design lead qualification frameworks, build proposals, and manage a high-volume sales pipeline with a focus on data integrity and conversion rates. Excellent communication, negotiation, and relationship-building skills at the executive level. Ability to balance short-term wins with long-term strategic planning, with a hands-on, roll-up-your-sleeves approach. Appetite for learning and adapting quickly in a dynamic, research-driven environment. Why Work At Langston
Learn & Grow: Langston fosters a culture of learning and mentorship, with exposure to client needs and rapid personal and professional growth through direct project leadership. Make an Impact: See insights turned into action in real-world work for brands Langston serves. Play for an All-Star Team: Work with world-class researchers, operators, and programmers who value learning and teaching. Live Flexibly & Recharge: We are remote-friendly with an open paid time off policy to support work-life balance. Keep Well: Get a monthly stipend to spend on items that promote well-being. Compensation, Benefits & Perks
Live and work from anywhere in the United States Traditional company-sponsored healthcare, dental, and vision insurance Life, AD&D, Short-term Disability, and Long-term Disability - all 100% paid by Langston 401(k) with company match and immediate vesting Monthly wellness benefit of $100 Open Paid Time Off Policy Paid parental leave Salary Range: $150,000+ base salary (based on experience) plus performance-based compensation As an Equal Opportunity Employer, The Langston Co. does not discriminate against applicants or employees because of race, color, creed, religion, sex, national origin, veteran status, disability, age, citizenship, marital or domestic/civil partnership status, sexual orientation, gender identity or expression or because of any other status or condition protected by applicable federal, state or local law. We warmly welcome applicants from underrepresented backgrounds to apply. For information about The Langston Co\'s privacy practices, see our Cookie Policy and Privacy Policy.
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