Area Vice President, Major Account Sales

The Calix platform enables Communication Service Providers (CSPs) of all sizes to transform and future-proof their businesses. Through real-time data, automation, and actionable insights delivered via Calix One — our cloud-first, AI-powered platform — CSPs can simplify operations, collapse cost, and accelerate innovation. Calix One brings together the automation of everything and the experience of one, empowering customers to deliver differentiated subscriber experiences while driving acquisition, loyalty, and revenue growth. This is the Calix mission: to enable CSPs of all sizes to simplify, innovate, and grow, strengthening both their businesses and the communities they serve.

We’re at the forefront of a once in a generational change in the broadband industry. Join us as we innovate, help our customers reach their potential, and connect underserved communities with unrivaled digital experiences.

The Area Vice President of Major Account Sales is a senior leadership role responsible for driving revenue growth, expanding strategic customer relationships, and building a high-performing sales organization. This leader will define and execute the go-to-market strategy, lead enterprise sales efforts, and partner cross-functionally to accelerate business growth in priority segments.

Success in this role is measured by pipeline growth, revenue attainment, strategic account expansion, and the development of a scalable sales organization aligned to company objectives.

Core Responsibilities & Tasks

• Revenue Leadership

  • Own and deliver on revenue targets, bookings, and pipeline growth across assigned markets

  • Develop and execute strategic sales plans aligned with company objectives

• Enterprise & Strategic Account Growth

  • Build and expand relationships with the Tier 1 

  • Lead complex deal strategies and negotiations for large, multi-year opportunities

  • Identify whitespace and expansion opportunities within existing customer base

• Sales Strategy & Execution

  • Define go-to-market strategies including segmentation, territory planning, and account coverage

  • Drive disciplined pipeline management, forecasting accuracy, and sales process rigor

• Team Leadership & Development

  • Recruit, lead, and develop a high-performing team of sales leaders and account executives

  • Establish performance expectations and coaching frameworks to elevate team effectiveness

  • Foster a culture of accountability, collaboration, and continuous improvement

• Cross-Functional Collaboration

  • Partner with Marketing, Product, Customer Success, and Finance to align on growth initiatives

  • Provide market feedback to inform product strategy and innovation

• Operational Excellence

  • Implement metrics, dashboards, and KPIs to monitor performance and drive decisions

  • Optimize sales processes, tools, and systems to improve efficiency and scale

Required Qualifications

• 12+ years of progressive sales experience, including 5+ years in senior sales leadership roles

•  5+ years’ experience selling to T-Mobile. Strong relationships with key decision makers in T-Fiber, IT, Technology & Product organizations.

• Proven track record of exceeding revenue targets in enterprise or major account sales

• Experience leading teams selling complex, solutions-based offerings (SaaS, telecom, cloud, AI)

• Demonstrated success managing large, strategic accounts and long sales cycles

• Strong leadership, coaching, and team-building capabilities

• Excellent executive communication, negotiation, and relationship management skills

• Data-driven mindset with experience in forecasting, pipeline management, and CRM systems

Preferred Qualifications

• Experience selling into broadband service providers, telecom, or technology ecosystems

• Background in scaling sales organizations during periods of high growth

• Familiarity with subscription or recurring revenue business models

• MBA or equivalent advanced degree

Core Competencies

• Strategic thinking and market insight

• Executive presence and influence

• Results orientation and accountability

• Customer-centric mindset

• Leadership and talent development

• Operational discipline and analytics

#LI-Remote

The on-target earnings for this position varies based on the geographic location. More information about the pay range specific to candidate location and other factors will be shared during the recruitment process. Individual pay is determined based on location of residence and multiple factors, including job-related knowledge, skills and experience.

San Francisco Bay Area:

372,000 - 595,000 USD Annual

Select US Metros and States:

323,000 - 517,000 USD Annual

Other US Locations:

291,000 - 466,000 USD Annual

For information on our benefits click here.