Install Base Sales Manager - West

Accuray; Sunnyvale (CA); On-site; USD 140,000 - 230,000; Full time

Job summary

Accuray seeks an Installed Base Sales Manager to drive commercial and clinical growth for CyberKnife and Radixact post-installation across the US West region. You will expand software adoption, grow service and renewal revenue, and identify trade-up opportunities with clinical teams to maximize value.

Collaborating with Regional Sales Directors, Service, and Clinical Applications, you will ensure optimal adoption, support capital deal strategies, and build long-term customer relationships with

Qualifications

• 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.

Responsibilities

• Own the installed base performance post-installation and drive utilization.
• Expand indications and program reach with clinical teams.
• Sell Synchrony and software upgrades to installed base.
• Grow service contract revenue including renewals.
• Lead customer business reviews and maintain relationships.
• Travel approximately 50% to support accounts.

Skills

Software sales

Medical devices

Customer relationships

Clinical workflows

Education

Bachelor's in Radiological Sciences or related

Tools

CyberKnife software

Radixact software

Job description

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 DescriptionSUMMARY: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‑installationDrive treatment volumes, utilization, and program maturity across CyberKnife and Radixact systemsExpand treated indications, referral patterns, and program reach in partnership with customer clinical teamsSell Synchrony, software upgrades, application packages, and feature enhancements into the installed basePosition new clinical capabilities to improve outcomes, efficiency, and customer ROIMaintain accountability for software and upgrade revenue targets within the regionGrow service contract revenue, including renewals and multi‑year agreementsPartner with Service and Sales Operations on pricing strategy, renewals, and customer negotiationsSupport consistent ARR expansion and high renewal rates across the installed baseIdentify, qualify, and surface trade‑in / trade‑up opportunitiesPartner with Regional Sales Directors to enable capital pull‑through from the installed baseProvide clinical, utilization, and lifecycle insights to strengthen capital deal strategiesBuild and maintain strong relationships with physicians, physicists, administrators, and executive stakeholdersLead customer business reviews focused on performance, utilization, growth opportunities, and roadmap alignmentCollaborate closely with Clinical Applications to ensure optimal adoption and customer successQUALIFICATIONSPreferred or Desired:Experience selling software, upgrades, or services within medical device or oncology environmentsHands‑on familiarity with CyberKnife, Radixact, and Accuray software platformsPrior experience partnering with capital sales teams on upgrade and replacement strategiesCommercial experience managing renewals, pricing, and multi‑year agreementsRequired:Bachelor’s degree in Radiological Sciences (Radiation Therapy, Medical Physics, Dosimetry) or related clinical disciplineProven experience working in Radiation Oncology or complex clinical healthcare environmentsDemonstrated ability to grow revenue within an installed customer baseStrong understanding of clinical workflows, treatment utilization drivers, and program economicsExcellent communication and presentation skills across clinical and administrative audiencesStrong organizational, analytical, and opportunity‑management skillsWillingness 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 StatementAt 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.