Director of Business Development

About Langston

The Langston Co. is a global insights & strategy firm with a unique approach to consumer research. We call our research method "modular research" — built to make us more effective as researchers and strategists while giving our clients more power and knowledge about the entire field of consumer insights. We work with mid-market to Fortune 500 brands across categories, from alcohol brands to activewear, travel to tech, helping them understand consumers and act with confidence. Every person on our team plays a role in the development, discovery, and refinement of this system. Our mission is to make consumer research more approachable and more powerful for brands around the world.

Where We Are

Since our founding, Langston has grown meaningfully through a combination of a distinctive research methodology and hands-on, founder-led selling and consulting earning the trust of anchor clients across industries from CPG to tech. The market has shown clear and consistent receptivity to our approach, and we've built a strong foundation of revenue, relationships, and results. We're now at an inflection point, ready to scale go-to-market beyond what our founders can do alone. This next chapter is about amplifying what's working, experimenting with new strategies, and operationalizing growth across new and existing clients.

Denver/Boulder/Remote

About The Role

We are seeking a highly experienced and 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 & building new business, and establishing scalable operations & instrumentation to grow our revenue engine. You'll manage revenue targets, partnering with our founders, Director of Marketing, and other Leadership team members. Your focus will be on the sales function, including strategy, materials, tools, and refinement of our execution. You will do this by actively selling, in addition to planning/refining, such that you can iterate and integrate findings from successes and failures to develop Langston's go-to-market motion. This remote role will require occasional travel team offsites, as well as visits to client locations in some cases.

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, etc.).
• Build strong relationships with clients and prospective clients by 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, 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 appropriate tracking, automation, and reporting
• Develop and maintain revenue performance dashboards that track bookings, pipeline, forecasts, along with key sales metrics to measure the effectiveness of our go‑to‑market motion and inform decision‑making.
• Define lead scoring and qualification models with marketing to ensure clean handoffs from MQL → Opportunity.
• Streamline workflows and remove operational friction.
  
  

Sales Strategy

• Partner with founders and leadership to design and evolve GTM strategy, translating business goals into clear objectives, metrics, and execution plans.
• Codify and refine the end‑to‑end sales process; continuously improve sales execution and scalability beyond the founders.
• Continuously assess industry trends and competitor moves, identifying and recommending 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 the art & science of leveraging data to drive impactful consumer insights.

• 5+ years in enterprise sales experience, selling services and software into CPG, Retail/Apparel, in functional areas of 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 implement its use for tracking, reporting on, and driving insights for pipeline, forecasts, and deal execution.
• Demonstrated ability to build enablement and train others to sell well - sharing discovery best practices, adjusting sales methodology, creating playbooks and content that drive conversion, sales cycle and ACV 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. We joke that a year at Langston is like spending three years at business school. Why? We foster a culture of learning and mentorship - both on the job and off. From academic research articles to business books, Podcasts to conferences, learning is deep within Langston's DNA. For this role in particular, direct project leadership means a high level of exposure to clients' businesses and needs in a live environment, which is a recipe for rapid personal and professional growth.

Make an Impact. See your insights get turned into action and implemented in the real world. It's difficult to cruise the aisles of a grocery store, browse the internet, or walk through Times Square and NOT come across a brand Langston serves. Our work matters!

Play for an All-Star Team. Our greatest differentiator is our people. Langston's team is a small collection of world-class researchers, operators, and programmers. Working here gives you the chance to be surrounded by exceptional team mates who contribute to each others' success and value learning and teaching at every turn.

Live Flexibly & Recharge. We are a remote-friendly team, meaning you can live and work from anywhere. Our culture is also firmly dedicated to working hard while you're here, and then carving out time for yourself to be a healthy, balanced human being. We don't dictate how much time you should take off and have an open paid time off policy that encourages flexibility and responsibility - to the company and yourself.

Keep Well. Get a monthly stipend to spend on anything that makes you feel happy and healthy (like a massage, gym membership, acupuncture, etc.).

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.