Install Base Sales Manager - West

Give hope. Give health. Make your mark in the fight against cancer.

At Accuray, we make a direct and powerful impact on the lives of cancer patients every day - helping them live longer, better lives. But our commitment to innovation offers a truly unique opportunity: the chance to change the fight against cancer - helping to develop, introduce and support new treatment delivery systems and software that will give new hope and new health to cancer patients and cancer survivors around the world.

Accuray develops, manufactures and sells radiotherapy systems for alternative cancer treatments. Our radiation therapy for cancer makes treatment shorter, safer, personalized and more effective, ultimately enabling patients to live longer, better lives.

Job Description

SUMMARY:

The Installed Base Sales Manager owns the commercial and clinical performance of Accuray’s installed base within an assigned region. This role is responsible for driving utilization, expanding software and application adoption, growing service and recurring revenue, and identifying trade-up opportunities that feed the Capital sales pipeline.

Operating as the primary post-install growth leader, the Installed Base Sales Manager partners closely with Regional Sales Directors, Service, and Clinical Applications teams to maximize customer value, strengthen long-term relationships, and ensure Accuray technologies are fully embedded and expanded within customer programs.

REPORTING TO/DEPARTMENT:

Reports to the Vice President of Sales.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Own the installed base performance across assigned accounts, serving as the primary commercial and clinical growth leader post-installation

• Drive treatment volumes, utilization, and program maturity across CyberKnife and Radixact systems

• Expand treated indications, referral patterns, and program reach in partnership with customer clinical teams

• Sell Synchrony, software upgrades, application packages, and feature enhancements into the installed base

• Position new clinical capabilities to improve outcomes, efficiency, and customer ROI

• Maintain accountability for software and upgrade revenue targets within the region

• Grow service contract revenue, including renewals and multi-year agreements

• Partner with Service and Sales Operations on pricing strategy, renewals, and customer negotiations

• Support consistent ARR expansion and high renewal rates across the installed base

• Identify, qualify, and surface trade-in / trade-up opportunities

• Partner with Regional Sales Directors to enable capital pull-through from the installed base

• Provide clinical, utilization, and lifecycle insights to strengthen capital deal strategies

• Build and maintain strong relationships with physicians, physicists, administrators, and executive stakeholders

• Lead customer business reviews focused on performance, utilization, growth opportunities, and roadmap alignment

• Collaborate closely with Clinical Applications to ensure optimal adoption and customer success

QUALIFICATIONS

Preferred or Desired:

• Experience selling software, upgrades, or services within medical device or oncology environments

• Hands-on familiarity with CyberKnife, Radixact, and Accuray software platforms

• Prior experience partnering with capital sales teams on upgrade and replacement strategies

• Commercial experience managing renewals, pricing, and multi-year agreements

Required:

• Bachelor’s degree in Radiological Sciences (Radiation Therapy, Medical Physics, Dosimetry) or related clinical discipline

• Proven experience working in Radiation Oncology or complex clinical healthcare environments

• Demonstrated ability to grow revenue within an installed customer base

• Strong understanding of clinical workflows, treatment utilization drivers, and program economics

• Excellent communication and presentation skills across clinical and administrative audiences

• Strong organizational, analytical, and opportunity-management skills

• Willingness to travel approximately 50%

To qualify for this position, candidates must be able to furnish proof that they are authorized to work in the country they are applying on a permanent basis without sponsorship.

EEO Statement

At Accuray, our commitment to patient-first outcomes drives an inclusive and collaborative work environment where the best ideas rise to the top - and everyone works to push them further. We value diversity in both the professional and personal backgrounds of our employees, as this variety adds rich energy to every team, every project and every work day. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or national origin - including individuals with disabilities and veterans.