Director, Formulation Sales - West Coast

Director, Formulation Sales – West Coast

San Diego, CA

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.

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. Reporting directly to the Chief Commercial Officer, this person will serve as Debut's primary commercial driver for West Coast formulation revenue.

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. Proactively identify, prioritize, and pursue new brand partnerships across skincare and color cosmetics to continuously expand Debut's West Coast brand portfolio.
• 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. Awarded formulations are manufactured and filled by Debut's CM partners, and this role is responsible for managing a smooth 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 the marketing and R&D teams ensuring Debut's custom formulation capabilities are compellingly presented.
• 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 a 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

• 8+ years of experience in sales or in beauty product development within the contract manufacturing field or ingredient sales, with a meaningful portion of that time 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 be able to demonstrate existing, active brand relationships, not historical contacts in their application materials.
• Customer-centric mindset with the ability to act as a true extension of a brand's product development team. Strong interpersonal skills and a natural ability to build trust at every level of an organization.
• Demonstrated track record of meeting and exceeding revenue targets in a B2B formulation or contract manufacturing sales role, with experience managing complex sales cycles from prospecting through to 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 without needing to be a chemist.
• Exceptional communication, presentation, and negotiation skills, with the ability to craft and deliver compelling product narratives tailored to brand-specific business priorities. Assertive and confident in closing.
• Willingness and ability to travel domestically and internationally as business needs require, including attendance at Debut's innovation shows or key industry trade shows.
• Proficiency with CRM platforms (Monday, Salesforce or equivalent) and demonstrated discipline in pipeline management and forecasting. Accountable, KPI-focused, and goal-oriented.
• Experience working in or alongside an early-stage, high-growth company is a plus. Comfort operating in an environment where structure is still being built is essential. Self-motivated, proactive, and able to manage multiple priorities against tight timelines.

Essential Physical Characteristics

• Frequent sitting, standing, and walking during customer meetings, trade shows, and extended travel.
• Repetitive use of hands 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.
• Ability to navigate diverse physical environments including manufacturing facilities, trade show floors, and customer offices.

Condition of Employment

As part of Debut's pre-employment process, prospective candidates will undergo a background check prior to beginning employment. Additional types of background investigations may be conducted based on the job-related activities of the position.

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.