Job Description

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.