Director, Healthcare Sales

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.

Responsibilities

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; 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; 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; 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; 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

Requirements

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

Nice to have

Early people-leadership or mentoring experience