Sr. Director, Formulation Sales

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.

Are you passionate about bringing breakthrough, science-backed beauty formulations to market? In this role, you will lead Debut's efforts to secure and expand strategic brand partnerships, with direct accountability for the largest and most complex accounts in the formulation business. You will drive heavy outbound prospecting and pipeline generation for a defined territory or account segment, in alignment with Debut's commercial strategy, carry an elevated revenue target, and collaborate closely with cross-functional teams to align on priorities and drive shared outcomes.

This position is highly commercial in nature and suited for a senior, driven professional with deep, established relationships across (prestige and masstige) skincare brands, a proven ability to open doors with major brands, and an appetite for hunting large-scale new business, building strategic brand relationships, and converting complex opportunities into significant revenue. San Diego-based preferred but remote may be considered for the right candidate.

This role sits within the Commercial Formulation Sales organization and reports to the VP of Sales.

• Own and grow relationships with (prestige and masstige) skincare brand partners, serving as the senior commercial point of contact for key accounts.
• Drive heavy outbound prospecting and pipeline generation for an assigned customer segment or territory, in alignment with Debut's commercial strategy and revenue goals.
• Carry an elevated revenue target and take ultimate accountability for pipeline health, forecast accuracy, and conversion of strategic opportunities.
• Own the full commercial process for strategic accounts, from executive-level first contact through qualification, proposal, negotiation, project award, and purchase order.
• Build and maintain relationships with senior decision makers across R&D, product development, marketing, and executive leadership within major beauty organizations.
• Leverage existing, established relationships with (prestige and masstige) skincare brands to generate immediate, high-value opportunities for Debut's advanced formulations and biotechnology platform.
• Provide input and guidance to leadership on pricing and contract structures based on market and customer intelligence and execute complex deal negotiations for large or multi-year partnerships within established pricing frameworks. Represent Debut's competitive positioning at the executive level and clearly articulate its value to win new formulation business (custom and white label).
• Maintain deep knowledge of product development timelines and formulation planning cycles to align strategic outreach with customer launch calendars.
• Collaborate cross-functionally with R&D, operations, and finance to ensure strategic opportunities are properly resourced and delivered.
• Maintain disciplined pipeline management and reporting to ensure visibility and momentum from initial engagement through commercialization.

• Minimum of 8-10 years in business development, lead generation, or formulation sales within the beauty industry, with deep, established relationships across (prestige and masstige) skincare brands.
• Proven track record of building and converting a pipeline of large, complex opportunities into awarded business.
• Experience managing complex, multi-stakeholder sales cycles and advancing several strategic projects simultaneously.
• Demonstrated ability to influence senior executives, both internally and with customer organizations.
• Highly self-driven, results-oriented, and comfortable operating independently in a fast-paced environment.
• Established, active network of relationships with skincare…