Director, Healthcare Sales

Tonal
Austin
Workplace: OnsiteFull timeUSD 180,000 - 230,000 annuallyFunction: Healthcare (Clinical, Medical, Wellness)Experience: 8+ yearsSkills: ["Relationship building","Influencing stakeholders","Execution","Deal management","Mentoring"]

Lead Tonal’s zero-to-one entry into the healthcare market by building and scaling the B2B healthcare sales function from scratch. Own healthcare go-to-market strategy, create repeatable sales processes, and drive pipeline and revenue growth through complex, multi-stakeholder deals. Navigate regulated environments, clinical workflows, and procurement cycles while partnering with Marketing, Product, Clinical, Customer Success, Legal, and Regulatory to translate consumer hardware into measurable clinical outcomes.

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Tonal
Tonal
2 days ago

Director, Healthcare Sales

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Last checked: 23 hours agoStatus: Live

Job Summary

Lead Tonal’s zero-to-one entry into the healthcare market by building and scaling the B2B healthcare sales function from scratch. Own healthcare go-to-market strategy, create repeatable sales processes, and drive pipeline and revenue growth through complex, multi-stakeholder deals. Navigate regulated environments, clinical workflows, and procurement cycles while partnering with Marketing, Product, Clinical, Customer Success, Legal, and Regulatory to translate consumer hardware into measurable clinical outcomes.
Location: Austin
Workplace: Onsite
Employment Type: Full time
Job Function: Healthcare (Clinical, Medical, Wellness)
Seniority: Director level

Key Responsibilities

  • •Execute healthcare go-to-market by targeting physical therapy/chiropractic clinics first, then expanding to musculoskeletal & rehabilitation providers and health systems.
  • •Build the healthcare sales function from the ground up, including early hiring, processes, operating rhythms, pipeline management, forecasting, and performance metrics.
  • •Navigate clinical and regulatory complexity, accounting for compliance, data privacy, and procurement processes while aligning with Legal, Regulatory, and Clinical teams.
  • •Own pipeline development and revenue targets for the healthcare segment, personally sourcing, developing, and closing complex multi-stakeholder deals.
  • •Bridge consumer innovation to clinical application by translating Tonal hardware into healthcare solutions aligned to clinical workflows and care pathways, including ROI storytelling.

Pay and Benefits

Salary: USD 180,000 - 230,000 annually

Key Requirements

  • •8+ years of sales experience with meaningful B2B healthcare experience (e.g., physical therapy, chiropractic, health systems, medical devices, or MSK/rehab solutions).
  • •Proven ability to individually close complex, multi-stakeholder deals and consistently exceed quota.
  • •Experience selling complex, regulated solutions involving hardware, clinical workflows, or healthcare products.
  • •Strong understanding of healthcare procurement cycles, stakeholder dynamics, and enterprise sales motions.
  • •Ability to operate in a zero-to-one environment while building the playbook and carrying a number; people-leadership or mentoring experience is a plus.
Experience:8+ yearsHealthcareB2BMedical devicesMSK/rehab
Skills:Relationship buildingInfluencing stakeholdersExecutionDeal managementMentoring

Company Brief

Tonal
Designs and sells a connected home strength-training system combining digital weight hardware, personalized coaching, and AI-driven workouts. Tonal offers subscription-based fitness programming, performance tracking, and guided resistance training for at-home users.
Industry: Fitness
Company Size: Large (251 to 1,000 employees)
Growth: Scaleup
Valuation: Unicorn (USD 1B+)
Funding: Series E+
Headquarters: San Francisco, United States
Founded: 2015
WebsiteLinkedIn