Regional Sales Manager - Midwest

Accuray; Sunnyvale (CA); On-site; USD 180,000 - 240,000; Full time

Job summary

Accuray in Sunnyvale, CA is seeking a senior capital equipment sales professional to own regional quota for CyberKnife and Radixact systems. You will drive greenfield placements, manage long sales cycles, and engage C-suite and clinical leaders to articulate Accuray’s value.

The role requires 5+ years in capital equipment or healthcare sales, strong negotiation skills, and the ability to travel up to 50%. A Bachelor’s degree is required and Salesforce experience is preferred.

Qualifications

• Bachelor’s degree required.
• Minimum 5+ years of capital equipment or complex healthcare sales experience.
• Proven track record of greenfield penetration and competitive displacement wins.
• Experience managing long-cycle, committee-based capital sales processes.
• Strong financial, analytical, and negotiation skills.

Responsibilities

• Own and deliver the regional capital quota for CyberKnife and Radixact systems.
• Drive new system placements through greenfield expansion and competitive displacement opportunities.
• Maintain accountability for capital revenue performance, unit volume, and regional forecast accuracy.
• Prospect, qualify, and convert high-quality opportunities across targeted health systems and standalone accounts.
• Lead 12–24 month committee-driven capital sales cycles with executive stakeholders.
• Collaborate with Clinical Sales Directors and internal teams to ensure clinical validation and execution.

Skills

Capital equipment sales

Healthcare sales

C-suite engagement

Sales forecasting

Negotiation

Education

Bachelor’s degree

Tools

Salesforce

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 DescriptionREPORTING TO/DEPARTMENT:Reports to the Vice President of Sales.ESSENTIAL DUTIES AND RESPONSIBILITIES:Own and deliver the regional capital quota for CyberKnife and Radixact systemsDrive new system placements through greenfield expansion and competitive displacement opportunitiesMaintain accountability for capital revenue performance, unit volume, and regional forecast accuracyProspect, qualify, and convert high-quality opportunities across targeted health systems and standalone accountsLead 12–24 month committee-driven capital sales cycles, navigating clinical, financial, and executive decision-makersMaintain 4x pipeline coverage to ensure consistent capital performanceConvert qualified leads generated by RBDMs into active, well-governed sales opportunitiesEngage C-suite stakeholders (CEO, CFO, COO) while building strong physician and clinical championsEffectively communicate Accuray’s clinical, operational, and financial value propositions to diverse buyer audiencesNavigate both enterprise and department-level stakeholders to drive alignment and decision velocityPartner with Technical Sales Specialists on must-win and complex deals to secure technical differentiation and closureCollaborate with Clinical Sales Directors and internal stakeholders to ensure seamless clinical validation and executionCoordinate with Marketing, Service, Finance, and Contracting teams to execute competitive deal strategiesMaintain accurate forecasting with disciplined pipeline governance and ±10% forecast accuracyEnsure rigorous CRM usage and opportunity hygiene within SalesforceProvide timely, accurate updates on opportunity status, risks, and close plansQUALIFICATIONS:Preferred:Experience in radiation oncology, oncology capital equipment, or advanced medical technology salesKnowledge of Accuray’s technology portfolio (CyberKnife, Radixact, software, and services)MBA or advanced business trainingEstablished relationships within hospital systems, cancer centers, and executive leadershipRequiredBachelor’s degree requiredMinimum 5+ years of capital equipment or complex healthcare sales experienceProven track record of greenfield penetration and competitive displacement winsDemonstrated success selling to both clinical and C-suite stakeholdersExperience managing long-cycle, committee-based capital sales processesStrong financial, analytical, and negotiation skillsExceptional communication, presentation, and executive influence capabilitiesAbility to build and sustain a large, high-quality opportunity funnelWillingness to travel up to 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.