Install Base Sales Manager - West

Accuray

3d

About The Position

The Installed Base Sales Manager owns the commercial and clinical performance of Accuray’s installed base within an assigned region. This role drives utilization, adoption of software and applications, service and recurring revenue, and trade-up opportunities that contribute to the Capital sales pipeline. As the primary post-installation growth leader, the manager works with Regional Sales Directors, Service, and Clinical Applications teams to maximize customer value, strengthen relationships, and expand the use of Accuray technologies within customer programs. The position reports to the Vice President of Sales and requires approximately 50% travel.

Requirements

• Bachelor’s degree in Radiological Sciences (Radiation Therapy, Medical Physics, Dosimetry) or a 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 with clinical and administrative audiences.
• Strong organizational, analytical, and opportunity-management skills.
• Willingness to travel approximately 50%.
• Must be able to furnish proof of permanent authorization to work in the country of application without sponsorship.

Nice To Haves

• 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 installed-base performance across assigned accounts as the primary commercial and clinical growth leader after 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 to installed-base customers.
• Position new clinical capabilities to improve outcomes, efficiency, and customer return on investment.
• Meet 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 recurring revenue expansion and high renewal rates across the installed base.
• Identify, qualify, and surface trade-in and trade-up opportunities.
• Partner with Regional Sales Directors to enable capital sales generated from the installed base.
• Provide clinical, utilization, and lifecycle insights to strengthen capital deal strategies.
• Build and maintain relationships with physicians, physicists, administrators, and executive stakeholders.
• Lead customer business reviews focused on performance, utilization, growth opportunities, and roadmap alignment.
• Collaborate with Clinical Applications to support adoption and customer success.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager