--- title: 'Director, Healthcare Sales at Tonal' canonical: 'https://feeny.ai/job/director-healthcare-sales-tonal-united-states-ae08ny33d36f' type: 'job' last_seen: '2026-09-04' --- # Director, Healthcare Sales at Tonal - **Company:** Tonal - **Location:** United States - **Employment:** full-time - **Work type:** remote - **Posted:** 2026-08-07 - **Last confirmed live:** 2026-09-04 - **Apply:** https://jobs.ashbyhq.com/tonal/0bb17eda-1fd4-4ca8-a470-193f72208771 ## Job description ## ABOUT THE ROLE We are seeking an execution-focused, hands-on Director of Sales to lead Tonal’s entry into the healthcare market. This is a zero-to-one role responsible for building and scaling our B2B healthcare sales function as we translate a consumer-first hardware product into a solution for providers, health systems, and enterprise partners. This is a player-coach role. You will personally source, develop, and close our earliest lighthouse customers while establishing the playbook, processes, and early team that scale the channel. You’ll bring healthcare sales expertise, a working knowledge of regulated environments, and the ability to navigate the complexity of integrating a hardware-based solution into clinical workflows. You will report to the Chief Revenue Officer and partner closely with leadership to shape go-to-market strategy in a fast-moving, build-from-scratch environment. ## WHAT YOU’LL DO ## EXECUTE TONAL’S HEALTHCARE GO-TO-MARKET STRATEGY - Drive the go-to-market motion to bring Tonal into healthcare settings focusing initially on physical therapy/chiropractic clinics, musculoskeletal & rehabilitation providers, and ultimately health systems - Identify high-impact use cases (e.g., physical therapy, chiropractic, musculoskeletal care, rehabilitation, injury prevention, longevity) and align them to our ideal customer profile - Shape and refine value propositions that connect Tonal’s capabilities to clinical outcomes, patient engagement, and cost savings ## BUILD THE HEALTHCARE SALES FUNCTION - Help stand up Tonal’s healthcare sales function from the ground up, including early hiring, process, and operating rhythms - Establish repeatable sales processes, pipeline management, forecasting, and performance metrics - Partner cross-functionally with Marketing, Product, Clinical, and Customer Success teams to drive cohesive execution ## NAVIGATE CLINICAL AND REGULATORY COMPLEXITY - Sell into a regulated environment, accounting for compliance, data privacy, and procurement processes - Build relationships with diverse stakeholders, including clinicians, care delivery leaders, procurement teams, and executives - Partner with Legal, Regulatory, and Clinical teams to ensure alignment with healthcare requirements and standards ## DRIVE PIPELINE AND REVENUE GROWTH - Own pipeline development and revenue targets for the healthcare segment - Personally identify, develop, and close complex, multi-stakeholder deals with healthcare organizations - Establish early partnerships that accelerate adoption and credibility in the healthcare market ## BRIDGE CONSUMER INNOVATION TO CLINICAL APPLICATION - Translate a consumer hardware product into a compelling healthcare solution by aligning with clinical workflows and care pathways - Act as the voice of the healthcare customer internally, informing product roadmap, evidence generation, and market positioning - Partner with internal teams to support clinical validation, outcomes tracking, and ROI storytelling ## WHO YOU ARE - 8+ years of sales experience, with meaningful experience in healthcare B2B (physical therapy, chiropractic, health systems, medical devices, or MSK/rehab solutions) - Track record of individually closing complex, multi-stakeholder deals and consistently exceeding quota - Experience selling complex solutions that involve hardware, clinical workflows, or regulated products - Solid understanding of healthcare procurement cycles, stakeholder dynamics, and enterprise sales motions - Comfort operating in a zero-to-one environment—building the playbook while carrying a number - Experience navigating regulatory, compliance, and data privacy considerations in healthcare - Exceptional ability to build relationships and influence across clinical, operational, and executive stakeholders - Early people-leadership or mentoring experience a plus, with the appetite to grow and lead a team as the channel scales At Tonal, we believe that the unique and varied lived experiences of our teammates contribute to our overall strength. We don’t just appreciate differences, we celebrate them, and we always seek people that represent a wide variety of backgrounds. We’re dedicated to adding new perspectives to the team and designing employee experiences that contribute to your growth as much as you do to ours. If your experience aligns with what we’re looking for (even if you don’t check every single box), send us your application. We would love to hear from you! Tonal is committed to meeting the diverse needs of people with disabilities in a timely manner that is consistent with the principles of independence, dignity, integration, and equality of opportunity. Should you have any accommodation requests, please reach out to us via our confidential email, accessibility@tonal.com. All requests will be addressed and responded to in accordance with Tonal’s Accessibility Policy and local legislation. ## About Tonal ## Company Overview - **One-liner**: Tonal develops a smart home gym system that uses digital resistance, electromagnets, and AI to provide personalized strength training. - **Entity Type**: Private (Venture Capital-backed; Series F completed in 2023; latest debt round in March 2026) - **Headquarters**: San Francisco, California, USA - **Founded**: 2015 - **Founders**: Aly Orady (Founder & Advisor; former CEO and CTO) ## Core Business - **Primary industry**: Smart fitness equipment / Recreational goods (connected home gym hardware & subscription software) - **Target customers**: B2C – individuals and households seeking home strength training - **Mission / purpose statement**: “Help everyone find their inner strength” and “make strength training accessible to all” ## Products & Services - **Tonal Smart Home Gym**: A wall-mounted unit with digital weight resistance (up to 200+ lbs), touchscreen display, sensors, and AI-powered coaching. Replaces free weights, barbells, and cable machines. - **Tonal Membership**: $59.95/month (12-month commitment) – includes personalized workout programs, automatic weight adjustment, advanced lifting modes (e.g., Drop Sets), form feedback, progress tracking, and unlimited user profiles per household. ## Market Standing - **Valuation / Market Cap**: Not publicly disclosed. Post-money valuation from earlier rounds is unknown; the latest round (Debt – $20M in March 2026) carries no valuation. - **Key Metric (Private)**: Total funding raised ≈ **$678M** as of March 2026 (includes Series A through Series F and debt). - **Notable Investors**: L Catterton (operating partner Todd Bartee joined as CEO), Sapphire Ventures, Team Builder Ventures, NextEquity Partners, Skip Capital, Big Loud Capital, and over 55 total investors. - **Growth Signals**: - New CEO Todd Bartee (Feb 2026) brings scaling expertise from L Catterton portfolio companies. - New CFO Hayden Tollas (Sept 2025) from Gap Inc. / Old Navy. - Debt financing of $20M in March 2026 indicates continued capital to support operations or growth. - Headcount of ~393 employees (as of mid-2026). - Active patent filings (e.g., drop set mode, form feedback, reserve estimates). ## Competitive Advantages - **Digital resistance technology**: Uses electromagnets and real-time algorithms to adjust weight in 1‑lb increments, eliminating physical plates and racks. - **AI‑driven personalization**: Automatically learns user strength and recommends adjustments; advanced modes (e.g., drop sets) that would require manual intervention in traditional gyms. - **Compact, all-in-one design**: Fits in a home environment while delivering a full strength-training gym experience. - **Proprietary IP**: Dozens of active patents covering digital exercise devices, form feedback, and resistance control. ## Strategic Focus - **Scaling the consumer brand**: New CEO Todd Bartee aims to drive profitable growth and expand market reach, leveraging his DTC and consumer goods experience. - **Product & content innovation**: Continued investment in software features (form feedback, new lifting modes) and content (workout programs, coaching). - **Financial discipline**: Bringing in a CFO with retail/omni-channel background suggests focus on unit economics, profitability, and possible retail expansion. ## Why Work Here - **Mission-driven culture**: “Tight-knit group of builders, thinkers, coaches, creators” dedicated to transforming fitness. - **Work environment**: Hybrid/office presence in San Francisco HQ, New York Studio, and Toronto office. Bi-weekly catered team lunches, stocked kitchens, and a Tonal loaner program for employees. - **Benefits**: Competitive salary, top-tier health care, commuter benefits, parental leave, mental health support, retirement savings, flexible time off, and Tonal discounts for employees and their families. - **Inclusive atmosphere**: Emphasis on diversity and belonging; “welcome talented people with unique perspectives.” - **Engineering & product focus**: Opportunities across hardware, software, data, and content teams; exposure to cutting-edge AI/ML and IoT. ## Sources 1. [tonal.com](https://tonal.com/pages/about) – Company overview, leadership, mission 2. [tonal.com](https://tonal.com/pages/careers) – Culture, perks, benefits 3. [pitchbook.com](https://pitchbook.com/profiles/company/125615-62) – Funding history, headcount, investor list 4. [tonal.com](https://tonal.com/) – Product details, membership pricing 5. 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