Director of Partnership Development, Tonal
$200-240k
+ Offers Equity, Commission
Electromagnetic home gym
Open for applications
Electromagnetic home gym
201-500 employees
Open for applications
$200-240k
+ Offers Equity, Commission
201-500 employees
Company mission
To help people look, feel, and be the strongest and fittest versions of themselves.
Role
Who you are
- This role requires a mix of high-level business development and roll-up-your-sleeves execution
- If you're an experienced partnership leader who thrives in a fast-moving startup environment—able to both negotiate deals with C-level executives and write the copy that brings them to life—this is the role for you
- 10+ years of experience in partnership development, business development, or strategic alliances, ideally in consumer technology, fitness, health & wellness, or e-commerce industries
- A proven dealmaker with experience structuring and closing high-impact partnerships that drive measurable revenue and brand growth. Experience developing multiple types of deal structures is critical
- Equally comfortable selling to C-level executives and rolling up your sleeves to execute tactical details
- A strategic, strategic starter who can build a long-term roadmap while moving fast to execute in a startup environment
- Data-driven with a strong ability to measure success and iterate for impact
- Experience working with retail, corporate wellness, or affiliate-driven sales models is a plus
- Experience selling hardware and software products is a plus
What the job involves
- We’re looking for a Partnership Development Director to lead strategic partnerships that drive brand awareness, audience expansion, and sales conversion
- You’ll be identifying, selling, securing, and implementing partnerships that bring Tonal to key audiences across health, wellness, fitness, and technology ecosystems
- Develop and execute a partnership strategy that expands Tonal’s footprint through brand collaborations, retail partnerships, corporate wellness programs, affiliate relationships and more
- Build high-value partnerships that drive measurable business impact—from awareness to customer acquisition and revenue growth. You will work closely with partners like Retail & Finance to quantify and evaluate the opportunities
- Own the full partnership lifecycle, from initial outreach and deal negotiation to activation and ongoing relationship management
- Drive execution across multiple partnership types, including but not limited to:
- Sponsorships & brand collaborations for awareness (e.g., major fitness & lifestyle events)
- Establishing a pathway to commercial sales with retailers and marketplaces
- Engaging high-value communities (e.g., hospitality, fitness centers, corporate wellness, military, professional networks) to drive exposure and conversion
- Scaling affiliate and incentive-driven partnerships (e.g., financial, credit card, and rewards programs)
- Work cross-functionally with product, marketing, finance, and operations teams to ensure smooth execution—whether that’s integrating partner tech requirements, developing marketing assets, or handling special order logistics
- Develop systems, processes and KPIs that enable your team and goals to fit within the greater Tonal ecosystem and help deliver incremental revenue
- Measure success & optimize, using data-driven insights to refine strategies and maximize impact
Our take
Tonal has created a proprietary digital weight system and combined this with coaching to offer a personalized and smart home gym. Its wall-mounted system uses electromagnetism to control the weights, replacing bulky and hard-to-store weightlifting equipment with a slim and sleek machine.
As well as selling the machines, Tonal sells subscriptions to personal training sessions and workout routines. The fitness landscape is shifting toward at-home equipment other similar equipment is supplied by Peloton and Mirror.
Tonal has seen impressive growth, investing equity funding into content initiatives, high-profile partnerships, scaling operations, and strong celebrity endorsements. It remains to be seen, however, if the current trend of home-workout equipment will stick around, let alone gain new momentum, but Tonal's cleverly designed equipment gives it an edge over competitors.
Steph
Company Specialist at Welcome to the Jungle
Insights
-38% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Apr 2023
$130m
LATE VC
Mar 2021
$250m
SERIES E
Total funding: $580m
Company benefits
- We look at the whole picture to give you a competitive salary, top-tier benefits, and lifestyle perks
- Working for Tonal includes a top-quality health care package, commuter benefits, support for new parents, and more
- Your well-being is important to us. Take time off when you need it with flexible vacation days
- Enjoy weekly catered team lunches at our San Francisco headquarters, plus a kitchen full of healthy (and not-so-healthy) snacks
- At Tonal we encourage a fun and inclusive atmosphere. We make the time to socialize at office happy hours, team offsites, and special company-wide events
- Fitness is our thing. Use Tonal in the office whenever it fits your schedule. Partner workouts are always welcome
- From day one you’ll get set up with your own personal laptop, headphones, standing desk, and whatever else you need to do your best work
- Treat yourself! When you’re part of Team Tonal you get discounts on everything from Gear Shop apparel to your very own Tonal
Company HQ
SoMa, San Francisco, CA
Leadership
Aly Orady
(CTO)They started their career at Hewlett-Packard’s Computer Systems Laboratory designing super-computers, followed by technical leadership roles at a series of startups, including Kealia, Inc. (now Sun/Oracle). Served as the company's CEO from 2015 before transitioning into their current role in April 2023.
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