Director, Formulation Sales – West Coast

You will own and drive Debut's West Coast formulation sales strategy, taking full accountability for revenue achievement and expanding the active customer base across prestige, masstige, and indie beauty segments. You will leverage your existing network of decision-maker relationships at major beauty brands to open doors, secure formulation briefs, and accelerate commercial cycles. You will lead the full formulation sales cycle from initial brand engagement through briefing, proposal, sampling, pricing, and first production purchase order, coordinating closely with R&D, Operations, and formulation teams. You will develop a deep understanding of each brand customer's NPD roadmap and translate that intelligence into tailored product proposals. You will represent Debut at industry trade shows, brand summits, and innovation strategy sessions, and build and maintain a rigorous sales pipeline in Debut's CRM. You will serve as a trusted commercial partner to brand customers throughout the product development lifecycle, and operate with a high degree of autonomy in a fast-moving, early-stage commercial environment.

Responsibilities

• Own and drive Debut's West Coast formulation sales strategy with full accountability for revenue achievement
• Leverage an existing network of decision-maker relationships at major beauty brands to secure formulation briefs and accelerate commercial cycles
• Proactively identify, prioritize, and pursue new brand partnerships across skincare and color cosmetics
• Lead the full formulation sales cycle from initial brand engagement through briefing, proposal, sampling, pricing, and first production purchase order
• Manage a smooth commercial handoff to Debut's CM partners for manufacturing and filling
• Develop deep understanding of each brand customer's NPD roadmap and translate intelligence into tailored formulation proposals
• 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 teams
• Build and maintain a rigorous, accurate sales pipeline in Debut's CRM
• Provide the CCO with clear visibility into project status, revenue forecasts, and market intelligence
• Serve as a trusted commercial partner to brand customers throughout the product development lifecycle
• Translate market feedback into actionable insights that inform Debut's formulation roadmap
• Collaborate cross-functionally with R&D, operations, and the broader commercial team

Requirements

• 8+ years of experience in sales or beauty product development within contract manufacturing or ingredient sales, with meaningful time selling formulation or custom development services to beauty brands
• Established, active network of decision-maker relationships at major beauty brands with concentration in West Coast-headquartered companies
• Customer-centric mindset with ability to act as an extension of a brand's product development team
• Demonstrated track record of meeting and exceeding revenue targets in a B2B formulation or contract manufacturing sales role
• Strong technical fluency to engage credibly with brand R&D and product development teams
• Exceptional communication, presentation, and negotiation skills
• Willingness and ability to travel domestically and internationally
• Proficiency with CRM platforms such as Monday or Salesforce
• Bachelor's degree required; background in cosmetic science, chemistry, or product development a strong plus