What are the responsibilities and job description for the Director, Partnership Development position at Tonal?

Location

San Francisco, CA

Employment Type

Full time

Location Type

Hybrid

Department

Marketing / Growth / Revenue

Compensation

200K – $240K

Offers Equity
Offers Commission

We 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.

About Tonal

Tonal is the smartest home gym and personal trainer, using revolutionary technology to help people train smarter and get stronger. Backed by cutting-edge AI, a world-class coaching team, and an engaged community, we’re redefining how people experience strength training.

Overview

We’re looking for a Partnership Development Director to lead strategic partnerships that drive brand awareness, audience expansion, and sales conversion. This role requires a mix of high-level business development and roll-up-your-sleeves execution. You’ll be identifying, selling, securing, and implementing partnerships that bring Tonal to key audiences across health, wellness, fitness, and technology ecosystems.

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.

What You’ll Do

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.

Who You Are

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 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.

Why You’ll Love Working at Tonal

A competitive compensation package.

Opportunity to build something new, working on high-visibility initiatives with major brands and retailers.

A fast-paced startup where you’ll have ownership and autonomy to make an impact.

Access to cutting-edge fitness technology and a team of like-minded, high-energy professionals.

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.

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