Regional 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 makestreatment shorter, safer, personalized and more effective, ultimately enabling patients to live longer, better lives.

Job Description

SUMMARY:

The Regional Sales Manager is responsible for winning new CyberKnife and Radixact capital placements across greenfield and competitive displacement accounts within an assigned U.S. region. This role is a hunter-focused capital sales leader, accountable for owning the regional capital number and driving new logo growth through complex, committee-based sales cycles.

The Regional Sales Manager engages senior executive and clinical stakeholders, converts qualified pipeline into closed capital deals, and partners closely with Regional Business Development Managers (RBDMs), Technical Sales Specialists, and Clinical Sales leadership to execute high-impact sales strategies in competitive environments.

REPORTING TO/DEPARTMENT:

Reports to the Vice President of Sales.

ESSENTIAL DUTIES AND 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, navigating clinical, financial, and executive decision-makers

• Maintain 4x pipeline coverage to ensure consistent capital performance

• Convert qualified leads generated by RBDMs into active, well-governed sales opportunities

• Engage C-suite stakeholders (CEO, CFO, COO) while building strong physician and clinical champions

• Effectively communicate Accuray's clinical, operational, and financial value propositions to diverse buyer audiences

• Navigate both enterprise and department-level stakeholders to drive alignment and decision velocity

• Partner with Technical Sales Specialists on must-win and complex deals to secure technical differentiation and closure

• Collaborate with Clinical Sales Directors and internal stakeholders to ensure seamless clinical validation and execution

• Coordinate with Marketing, Service, Finance, and Contracting teams to execute competitive deal strategies

• Maintain accurate forecasting with disciplined pipeline governance and 10% forecast accuracy

• Ensure rigorous CRM usage and opportunity hygiene within Salesforce

• Provide timely, accurate updates on opportunity status, risks, and close plans

QUALIFICATIONS:

Preferred:

• Experience in radiation oncology, oncology capital equipment, or advanced medical technology sales

• Knowledge of Accuray's technology portfolio (CyberKnife, Radixact, software, and services)

• MBA or advanced business training

• Established relationships within hospital systems, cancer centers, and executive leadership

Required

• 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

• Demonstrated success selling to both clinical and C-suite stakeholders

• Experience managing long-cycle, committee-based capital sales processes

• Strong financial, analytical, and negotiation skills

• Exceptional communication, presentation, and executive influence capabilities

• Ability to build and sustain a large, high-quality opportunity funnel

• Willingness 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 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.