Director, Healthcare Sales

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.