Manager of Partnerships

📌 Core Information

🔹 Job Title: Manager of Partnerships

🔹 Company: Tonal

🔹 Location: San Francisco, California, United States

🔹 Job Type: Full-time

🔹 Category: Wellness and Fitness Services

🔹 Date Posted: July 17, 2025

🔹 Experience Level: 5-10 years

🔹 Remote Status: On-site

🚀 Job Overview

Key aspects of this role include:

• Supporting the Senior Director of Partnerships in scaling Tonal’s B2B efforts across Corporate Wellness, Hospitality, and Retail Distribution verticals
• Building and maintaining sales tools, processes, and collateral to enable effective outreach and conversion
• Project managing key workstreams to ensure timely execution of initiatives across outreach, enablement, events, and onboarding
• Collaborating with cross-functional teams to understand launch requirements and accelerate partner readiness
• Driving internal communication and reporting to keep stakeholders informed and aligned

ASSUMPTION: This role requires a high level of organization, attention to detail, and strong communication skills to manage multiple projects and stakeholders effectively.

📋 Key Responsibilities

✅ Enable the Sales Funnel: Build, organize, and maintain sales tools including pitch decks, case studies, email templates, proposal docs, and FAQs to support outreach and accelerate partner conversion.

✅ Contribute to Commercial Planning: Partner with the Senior Director to develop and refine the go-to-market strategy and commercial models for each vertical, including pricing tiers, partner types, and value propositions.

✅ Project Manage Key Workstreams: Track progress across the B2B strategic roadmap, ensuring timely execution of initiatives across outreach, enablement, events, and onboarding.

✅ Support Partner Readiness: Collaborate closely with cross-functional teams to understand their launch requirements and constraints, proactively partner with them to align on timelines, surface potential blockers early, and help accelerate cross-functional readiness for new partner launches.

✅ Coordinate Outreach Campaigns: Partner with the Senior Director to deploy and monitor targeted campaigns via email, LinkedIn, or events to generate leads and move opportunities through the funnel.

✅ Develop Vertical Playbooks: Maintain a dynamic “Who / Why / How” matrix for each vertical, helping inform messaging, positioning, and routing logic.

✅ Manage CRM Hygiene: Ensure all opportunities, partner profiles, and sales activities are tagged, tracked, and moving efficiently through Salesforce/Partnerships email distro.

✅ Drive Internal Communication: Prepare summary reports, pipeline dashboards, and status updates for internal stakeholders and senior leadership.

✅ Own Execution and Post-Launch Success: Ensure smooth, organized execution throughout the partner lifecycle, from coordinating meetings and drafting proposals to managing pilots and supporting post-launch activation. Play a key role in maximizing the value of each partnership by leading post-launch initiatives such as joint marketing plan development, performance tracking, closed-loop feedback processes, and uncovering opportunities for deeper integration and long-term growth.

ASSUMPTION: This role requires strong project management skills, attention to detail, and the ability to work effectively with cross-functional teams to ensure successful partner launches and ongoing support.

🎯 Required Qualifications

Education: Bachelor's degree in Business, Marketing, or a related field (or equivalent experience)

Experience: 5+ years of experience in sales enablement, project management, or business operations, ideally supporting go-to-market or partnership functions

Required Skills:

• Highly organized and detail-oriented, with a bias toward execution
• Excellent written communicator with experience building customer-facing collateral and internal documentation
• CRM-native, with a strong handle on how to track, tag, and manage sales funnels using tools like Salesforce, HubSpot, or Klaviyo
• Experience working cross-functionally and keeping stakeholders aligned across multiple workstreams

Preferred Skills:

• Experience helping build go-to-market systems or launching playbooks from scratch

ASSUMPTION: Candidates with experience in the fitness industry or relevant verticals may have an advantage, but transferable skills and a strong understanding of the role's requirements are more important.

💰 Compensation & Benefits

Salary Range: $120,000 - $160,000 per year (based on industry standards for similar roles and experience levels in San Francisco)

Benefits:

• Competitive compensation and benefits package
• High-visibility role with opportunities to shape the B2B channel growth
• Fast-moving, supportive team with access to cutting-edge fitness technology
• Mission-driven culture valuing innovation, ownership, and cross-functional collaboration

Working Hours: Full-time, typically 40 hours per week, with flexibility for meetings and events as needed

ASSUMPTION: The salary range provided is an estimate based on industry standards and may vary depending on the candidate's experience and qualifications.

📌 Applicant Insights

🔍 Company Context

Industry: Wellness and Fitness Services. Tonal operates in a competitive market, focusing on innovative, tech-driven fitness solutions.

Company Size: 501-1,000 employees. As a mid-sized company, Tonal offers a balance between structure and growth opportunities.

Founded: 2015. Tonal has been growing and innovating in the fitness industry for over a decade.

Company Description:

• Tonal is the world’s first all-in-one home gym with adaptive weight and coaching cues powered by advanced A.I. technology
• Focused on reinventing strength training, making it more efficient, more effective, and more engaging
• 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

Company Specialties:

• Strength training equipment
• Artificial intelligence and machine learning in fitness
• Corporate wellness solutions

Company Website: www.tonal.com

ASSUMPTION: Tonal's focus on innovation and technology sets it apart in the fitness industry, offering unique opportunities for growth and learning.

📊 Role Analysis

Career Level: Mid-level to senior. This role offers opportunities for growth and advancement within the partnership team and the broader organization.

Reporting Structure: Reports directly to the Senior Director of Partnerships, with close collaboration with cross-functional teams such as Product, Ops, Care, Marketing, BT, BI, Finance, and Software.

Work Arrangement: On-site, with flexibility for remote work as needed for meetings and events.

Growth Opportunities:

• Potential to grow into a leadership role within the partnership team or expand into other areas of the business
• Opportunities to shape the B2B channel growth and make a significant impact on the company's success
• Access to cutting-edge fitness technology and a supportive team environment

ASSUMPTION: This role offers a unique blend of strategic planning, project management, and cross-functional collaboration, providing ample opportunities for professional growth and development.

🌍 Location & Work Environment

Office Type: Modern, collaborative workspace with a focus on innovation and technology.

Office Location(s): 69 Converse St, San Francisco, California 94103, US

Geographic Context:

• San Francisco offers a vibrant, diverse urban environment with numerous cultural, recreational, and culinary attractions
• The city is known for its mild Mediterranean climate, with cool summers and mild winters
• San Francisco is a major hub for technology, innovation, and entrepreneurship

Work Schedule: Full-time, typically 40 hours per week, with flexibility for meetings and events as needed

ASSUMPTION: The San Francisco office provides a dynamic, collaborative work environment that fosters innovation and growth.

💼 Interview & Application Insights

Typical Process:

• Initial phone or video screen to assess cultural fit and basic qualifications
• In-depth behavioral and skills-based interview with the hiring manager and cross-functional stakeholders
• Final interview with the Senior Director of Partnerships to discuss fit, expectations, and next steps

Key Assessment Areas:

• Problem-solving and analytical skills
• Communication and interpersonal skills
• Project management and organizational skills
• Cultural fit and alignment with Tonal's mission and values

Application Tips:

• Tailor your resume and cover letter to highlight relevant skills and experiences for this role
• Demonstrate your understanding of Tonal's business and the fitness industry in your application materials
• Prepare for behavioral interview questions by reflecting on your past experiences and accomplishments

ATS Keywords: Sales enablement, project management, partnership functions, CRM, cross-functional collaboration, go-to-market strategy, commercial planning, partner readiness, internal communication, post-launch success

ASSUMPTION: Tonal's interview process is designed to assess candidates' skills, cultural fit, and alignment with the company's mission and values.

🛠️ Tools & Technologies

• Salesforce or other CRM platforms
• Project management tools (e.g., Asana, Trello, JIRA)
• Collaboration and communication tools (e.g., Slack, Microsoft Teams, Google Workspace)
• Marketing and design tools (e.g., Canva, Adobe Creative Suite)

ASSUMPTION: Tonal uses a variety of tools and technologies to support its operations and drive growth. Familiarity with these tools is not required but may be helpful.

👔 Cultural Fit Considerations

Company Values:

• Innovation: Tonal encourages creativity, continuous learning, and pushing boundaries to drive progress
• Ownership: Tonal empowers employees to take initiative, make decisions, and drive results
• Collaboration: Tonal fosters a culture of teamwork, open communication, and mutual support

Work Style:

• Fast-paced and dynamic, with a focus on execution and results
• Collaborative and team-oriented, with a strong emphasis on cross-functional communication and coordination
• Mission-driven, with a commitment to making a positive impact on people's lives through fitness and wellness

Self-Assessment Questions:

• How do you approach problem-solving and decision-making in a fast-paced, dynamic environment?
• Can you provide an example of a time when you successfully managed multiple projects and stakeholders to achieve a common goal?
• How do you prioritize and organize your work to ensure efficiency and effectiveness?

ASSUMPTION: Tonal's culture values innovation, ownership, and collaboration, seeking candidates who align with these principles and thrive in a fast-paced, dynamic environment.

⚠️ Potential Challenges

• Managing multiple projects and stakeholders simultaneously, requiring strong organizational skills and prioritization
• Working in a fast-paced, dynamic environment that may require flexibility and adaptability
• Collaborating effectively with cross-functional teams, requiring strong communication and interpersonal skills
• Keeping up with industry trends and best practices in sales enablement, project management, and partnership functions

ASSUMPTION: These challenges are inherent to the role and require a proactive, solutions-oriented approach to overcome.

📈 Similar Roles Comparison

• Unlike traditional sales or marketing roles, this role focuses on enabling and supporting partnerships rather than direct customer acquisition
• Tonal's focus on innovation and technology sets it apart from more traditional fitness companies, offering unique opportunities for growth and learning
• This role offers a unique blend of strategic planning, project management, and cross-functional collaboration, providing ample opportunities for professional growth and development

ASSUMPTION: This role is distinct from other sales or marketing positions, requiring a unique skill set and approach to partnership enablement and support.

📝 Sample Projects

• Developing a comprehensive sales enablement toolkit, including pitch decks, case studies, email templates, and proposal docs, to support partner outreach and conversion
• Managing the launch of a new partner program, coordinating with cross-functional teams to ensure readiness and a successful launch
• Conducting market research and analysis to inform commercial planning and go-to-market strategy for a new vertical

ASSUMPTION: These sample projects illustrate the range of responsibilities and requirements for the Manager of Partnerships role at Tonal.

❓ Key Questions to Ask During Interview

• Can you describe the typical timeline and milestones for partner onboarding and launch?
• How does Tonal support and enable partners throughout the lifecycle, from initial outreach to post-launch activation?
• What opportunities exist for growth and advancement within the partnership team and the broader organization?
• How does Tonal approach cross-functional collaboration and communication, particularly in the context of partnership enablement and support?
• What are the most significant challenges facing the partnership team in the coming months, and how can this role contribute to addressing them?

ASSUMPTION: These questions are designed to help candidates better understand the role's requirements, the team's dynamics, and the company's priorities.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through the provided link
• Tailor your resume and cover letter to highlight relevant skills and experiences for this role
• Prepare for behavioral interview questions by reflecting on your past experiences and accomplishments
• Research Tonal's business and the fitness industry to demonstrate your understanding and enthusiasm for the role
• Follow up with the hiring team one week after submitting your application to express your continued interest and reiterate your qualifications

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.