Director, New Business Development at Tonal
San Francisco, CA, US

Tonal has built the world’s most intelligent fitness system that is changing the way people work out at home. Tonal is a fresh approach to fitness that leverages hardware, software, video content, and artificial intelligence. Everyone who’s used our product, from professional athletes to fitness enthusiasts, has fallen in love.

At Tonal, we are applying our collective knowledge and creativity to reimagine fitness. We know firsthand that too many hurdles stand between each of us and our fitness goals. Drawing on decades of research and a diverse team of experts, we have created the most advanced strength training system available that makes working out more efficient, effective, and engaging. 

We're passionate about building products that transform people's lives. 




Tonal is seeking an ingenious and driven Director of New Business Development to launch and lead new revenue-generation partnerships focused on a range of Enterprise customers from Physical Therapy to Corporate Wellness to Hospitality. In this role, you will manage a prioritized portfolio of new business initiatives, recruit and engage external partners, and coordinate with internal teams to ensure cross-functional alignment and execution of strategic programs focused on Enterprise customers. This position will report to the Vice President of New Operations.


What You Will Do


Identify and recommend new opportunities with Enterprise customers that generate new lines of direct revenue and/or complement the company’s core consumer growth strategy

Plan and execute multiple new business initiatives in parallel, realizing the strategy in material partnerships that contribute the targeted amounts of revenue

Develop a repeatable and cohesive set of partnership frameworks and business models across a diverse set of Enterprise business cases

Educate and enable various departments on the business and regulatory structure and dynamics of our target markets including Physical Therapy, Corporate Wellness, and Hospitality 

Work with cross-functional teams to align and accelerate the execution of Enterprise growth initiatives

Transition sales execution to a dedicated sales team, providing clear staffing requirements to sales management and effective training and enablement to the sales team

Participate in company-wide strategy and planning initiatives

Contribute to the development of key performance indicators (KPIs) to continuously evaluate and communicate the progress of key Enterprise initiatives


Who You Are


4+ years’ experience in business development or strategy at a fitness, wellness or health-oriented business servicing enterprise organizations, ideally in a B2B2C model

Knowledge of the structure and operations of Health Plan and/or Benefit Consultant sales is highly desired, as is expertise in building deep relationships with various channel partners (e.g. Benefit Consultants, Health Plan Clinical and Wellness Leadership, digital health channel resellers, etc.)

Exceptional relationship-builder who works well with people and processes of large enterprises

Experience prospecting, incubating and supporting enterprise partners

Strong oral and written communication skills

Ability to construct and negotiate innovative, revenue-creating partnership agreements

Ability to construct clear and compelling financial models and executive-level presentations

Passionate about enabling people to be their strongest through advanced technology and innovation


Extra Credit


Prior experience establishing the approved use of equipment within the FDA General Controls for Class I devices