About Debut
Debut is the unconventional innovation lab spearheading the next generation of big business. Only Debut has a scalable, integrated, climate‑positive creation model powered by biotechnology that puts human wellbeing at the center of everything we do—setting the new standard for profitable business and a new pace for an ever‑changing world.
Our hybrid biotechnology approaches unlock latent markets, providing access to sustainably produced, natural ingredients with health benefits that cannot be obtained through other methods. We are committed to traversing the entire process, from ingredient discovery to the scaling of these products, for consumer markets. If you are passionate, enjoy fast‑paced innovation and collaborative teams, then Debut is for you.
Summary
Debut is seeking a commercially driven, highly connected Director of Formulation Sales to own and grow our West Coast formulation business. This is a hunter and closer role focused exclusively on selling custom‑developed finished formulations to beauty brands, not an ingredient sales role.
The right candidate has spent their career inside the beauty contract manufacturing ecosystem, knows how prestige and emerging brands buy, and understands how to move a formulation brief from first conversation to signed commercial agreement. The ideal candidate is deeply embedded in the West Coast beauty community, with active relationships across the LA, San Francisco, and Pacific Northwest markets. They will carry an established book of brand relationships, arrive ready to engage immediately, and be comfortable presenting to a VP of Product Development.
Essential Functions
- Own and drive Debut’s West Coast formulation sales strategy, with full accountability for revenue achievement and expansion of the active customer base across prestige, masstige, and indie beauty segments in the West Coast market.
- Leverage an existing, active network of decision‑maker relationships at major beauty brands with a concentration in West Coast‑headquartered prestige, masstige, and indie brands—including VP‑level and above contacts in product development, R&D, and procurement—to open doors, secure formulation briefs, and accelerate commercial cycles.
- Lead the full formulation sales cycle from initial brand engagement through briefing, proposal, sampling, pricing, and first production purchase order, coordinating closely with Debut’s R&D, Operations and formulation teams throughout. Manage the commercial handoff to ensure seamless execution.
- Develop deep understanding of each brand customer’s NPD roadmap, franchise architecture, launch/portfolio priorities and translate that intelligence into tailored product/formulation proposals that integrate Debut’s active ingredient platform.
- Represent Debut at US and international industry trade shows, brand summits, and brand innovation strategy sessions. Plan and execute brand‑facing activations in coordination with marketing and R&D to present Debut’s custom formulation capabilities compellingly.
- Build and maintain a rigorous, accurate sales pipeline detailed in Debut’s CRM, providing the CCO with clear visibility into project status, revenue forecasts, and market intelligence on a regular cadence.
- Serve as a trusted commercial partner to brand customers throughout the product development lifecycle, managing the relationship from initial briefing through launch and beyond with the goal of securing repeat ongoing business.
- Translate market feedback—including brand needs, competitive dynamics, and formulation trends—into actionable insights that inform Debut’s formulation roadmap, and collaborate cross‑functionally with R&D, operations, and the broader commercial team to ensure brand commitments are met.
- Operate with high degree of autonomy and entrepreneurial urgency in a fast‑moving, early‑stage commercial environment, building a strong project pipeline while simultaneously closing business.
Education and Experience
The successful candidate will have a genuine passion for beauty and deep roots in the Prestige, Masstige and Indie beauty world. They are a product user, a relationship builder, and a closer. They understand how brands think and can credibly represent Debut’s formulation capabilities at every stage of the NPD process. They are organized, resilient, and motivated by winning.
- 4‑year degree required; background in cosmetic science, chemistry, or product development is a strong plus.
- 8+ years of experience in sales or in beauty product development within the contract manufacturing field or ingredient sales, with a meaningful portion spent selling formulation or custom development services directly to beauty brands.
- Established, active network of decision‑maker relationships at major beauty brands, with meaningful concentration in West Coast‑headquartered companies across skincare and/or color cosmetics. Candidates must demonstrate existing active brand relationships.
- Customer‑centric mindset with ability to act as true extension of a brand’s product development team.
- Track record of meeting and exceeding revenue targets in a B2B formulation or contract manufacturing sales role, managing complex sales cycles from prospecting through contract execution.
- Strong technical fluency sufficient to engage credibly with brand R&D and product development teams on formulation performance, ingredient claims, and product development timelines.
- Exceptional communication, presentation, and negotiation skills, with ability to craft and deliver compelling product narratives tailored to brand‑specific business priorities.
- Willingness and ability to travel domestically and internationally as business needs require.
- Proficiency with CRM platforms (Monday, Salesforce or equivalent) and disciplined pipeline management and forecasting.
- Experience in an early‑stage, high‑growth company is a plus; comfort operating where structure is still being built is essential.
Essential Physical Characteristics
- Frequent sitting, standing, and walking during customer meetings, trade shows, and extended travel.
- Repetitive hand use to operate computers, mobile devices, and presentation equipment.
- Ability to carry and transport sales materials and samples weighing up to 30 pounds.
- Frequent domestic and international air travel.
- Navigate diverse physical environments, including manufacturing facilities, trade show floors, and customer offices.
Condition of Employment
Prospective candidates will undergo a background check prior to beginning employment. Additional background investigations may be conducted based on job‑related activities.
Equal Employment Opportunity
Debut is an equal opportunity employer. All applicants will be considered for employment without attention to age, nationality, sex, marital status, pregnancy status, caregiving responsibilities, race, religion, language, disability, or mental health conditions. Employment decisions at Debut are based on merit, qualifications, and business needs.
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