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.