Director, Formulation Sales – East Coast

Debut Biotech•New York, NY

14h•Remote

About The Position

Debut is a vertically integrated biotechnology company pioneering the next generation of high-performance cosmetic active ingredients. We combine AI-driven discovery with proprietary bioprocessing to develop the highest performing and clinically proven active ingredients that outperform conventionally sourced alternatives. From molecule to market, Debut controls the full value chain: ingredient discovery, formulation science, clinical validation, and scaled manufacturing delivering novel active ingredients to the global beauty industry faster and with better efficacy data than traditional suppliers. Debut is seeking a commercially driven, highly connected Director of Formulation Sales to own and grow our East 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 East Coast beauty community, with active beauty relationships. 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 East Coast formulation revenue.

Requirements

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.
A bachelor’s degree is required.

Nice To Haves

A genuine passion for beauty and deep roots in the Prestige, Masstige and Indie beauty world.
A product user, a relationship builder, and a closer. Someone who understands how brands think and can credibly represent Debut’s formulation capabilities at every stage of the NPD process.
Organized, resilient, and motivated by winning.
A background in cosmetic science, chemistry, or product development is a strong plus.
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.

Responsibilities

Own and drive Debut’s East 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 East Coast market.
Leverage an existing, active network of decision-maker relationships at major beauty brands with a concentration in East 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 East 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.