Job Description
The Technical Sales Director serves as Accuray’s elite tactical sales resource for high-stakes opportunities, escalations, and at-risk accounts. This role is deployed selectively to win critical technical battles, accelerate adoption of newly installed systems, and stabilize or turn around underperforming programs.
Operating as a senior technical and clinical authority, the Technical Sales Director partners with Sales, Product Management, and R&D to resolve complex challenges, differentiate Accuray in competitive situations, and drive program excellence through targeted interventions, boot camps, and efficiency models. Success in this role is measured by deal win-rate, escalation resolution, recovery of at-risk accounts, and time-to-value for new installs
REPORTING TO/DEPARTMENT:
Reports to the VP of Sales
- ESSENTIAL DUTIES AND RESPONSIBILITIES:
- Serve as the senior technical and clinical lead for escalations involving complex, distressed, or high-visibility customer situations
- Intervene in at-risk or underperforming CyberKnife and Radixact programs, identifying root causes and executing recovery plans
- Partner with sales team to stabilize customer relationships and restore confidence in Accuray solutions
- Act as the technical and clinical closer on must-win, highly competitive sales opportunities
- Lead advanced clinical differentiation, competitive positioning, and objection resolution during late-stage deal cycles
- Support contract execution by mitigating technical, clinical, or operational risks that may prevent deal closure
- Lead new-install adoption acceleration programs, shortening ramp-to-target performance timelines
- Design and deliver boot camps, efficiency workshops, and best-practice operating models to drive utilization and clinical confidence
- Implement standardized playbooks to improve treatment efficiency, throughput, and outcomes across customer sites
- Provide expert consultation to Sales, Clinical Applications, Physics, and Service teams on complex technical issues
- Deliver structured field training and enablement to elevate regional clinical and technical readiness
- Serve as a conduit of field intelligence and voice-of-customer insights to Product Management, R&D, and Marketing
- Identify systemic adoption barriers and recommend scalable solutions
- Contribute to the development of clinical efficiency models, training frameworks, and program optimization strategies
- Support continuous improvement initiatives that strengthen Accuray’s competitive and clinical differentiation
REQUIRED QUALIFICATIONS:
- 5+ years of experience working in a clinical Radiation Oncology environment (Physics, Dosimetry, or Therapy strongly preferred)
- 3+ years of experience in medical device sales, clinical specialist, or technical sales support roles
- Hands-on experience with Multiplan and/or Precision Treatment Planning Systems
- Experience designing and delivering clinical training programs, boot camps, or efficiency workshops
- Demonstrated ability to influence cross-functional teams without direct authority
- Bachelor’s degree in Radiological Sciences (Medical Physics, Dosimetry, or Radiation Therapy) or equivalent clinical discipline
- Deep technical expertise in CyberKnife, Radixact, and/or competitive radiotherapy platforms
- Demonstrated ability to resolve complex clinical and technical challenges in high-pressure environments
- Proven success supporting late-stage, competitive sales cycles and closing technically complex deals
- Exceptional communication, presentation, and executive-facing skills
- Strong analytical and problem-solving capabilities, with a bias toward action and results
- 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.
