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About the RoleWe 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 DoExecute Tonal’s Healthcare Go-To-Market StrategyDrive the go-to-market motion to bring Tonal into healthcare settings focusing initially on physical therapy/chiropractic clinics, musculoskeletal & rehabilitation providers, and ultimately health systemsIdentify high-impact use cases (e.g., physical therapy, chiropractic, musculoskeletal care, rehabilitation, injury prevention, longevity) and align them to our ideal customer profileShape and refine value propositions that connect Tonal’s capabilities to clinical outcomes, patient engagement, and cost savingsBuild the Healthcare Sales FunctionHelp stand up Tonal’s healthcare sales function from the ground up, including early hiring, process, and operating rhythmsEstablish repeatable sales processes, pipeline management, forecasting, and performance metricsPartner cross-functionally with Marketing, Product, Clinical, and Customer Success teams to drive cohesive executionNavigate Clinical and Regulatory ComplexitySell into a regulated environment, accounting for compliance, data privacy, and procurement processesBuild relationships with diverse stakeholders, including clinicians, care delivery leaders, procurement teams, and executivesPartner with Legal, Regulatory, and Clinical teams to ensure alignment with healthcare requirements and standardsDrive Pipeline and Revenue GrowthOwn pipeline development and revenue targets for the healthcare segmentPersonally identify, develop, and close complex, multi-stakeholder deals with healthcare organizationsEstablish early partnerships that accelerate adoption and credibility in the healthcare marketBridge Consumer Innovation to Clinical ApplicationTranslate a consumer hardware product into a compelling healthcare solution by aligning with clinical workflows and care pathwaysAct as the voice of the healthcare customer internally, informing product roadmap, evidence generation, and market positioningPartner with internal teams to support clinical validation, outcomes tracking, and ROI storytellingWho You Are8+ 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 quotaExperience selling complex solutions that involve hardware, clinical workflows, or regulated productsSolid understanding of healthcare procurement cycles, stakeholder dynamics, and enterprise sales motionsComfort operating in a zero-to-one environment—building the playbook while carrying a numberExperience navigating regulatory, compliance, and data privacy considerations in healthcareExceptional ability to build relationships and influence across clinical, operational, and executive stakeholdersEarly people-leadership or mentoring experience a plus, with the appetite to grow and lead a team as the channel scalesWe take into consideration an individual’s background, experience, and location in determining their salary. This role is also eligible for health insurance, retirement savings benefits, life insurance and disability benefits, flexible paid time off, parental leave, and other additional benefits.
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