Area Vice President, Major Account Sales

This role will be located remotely in the Denver, Colorado area.

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, Major Account Sales – Tier 1 Cable MSO’s is a senior leadership role responsible for driving revenue growth, expanding executive relationships, and leading a high-performing sales organization focused on Tier 1 Cable Operators (MSOs).

Success in this role is measured by revenue attainment, pipeline growth, strategic account expansion, customer retention, executive relationship development, and the successful leadership of a scalable, high-performing sales team aligned with 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 within the Tier 1 Cable operator market segment

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 enterprise sales experience, including 5+ years in senior sales leadership roles.

7+ years of experience selling to Tier 1 Cable operators specifically Cox and Spectrum.

Experience leading teams selling complex software, SaaS, cloud, AI, broadband, telecommunications, or platform-based solutions.

Demonstrated success building executive-level relationships among Tier 1 Cable operators.

Strong leadership, coaching, and talent development capabilities.

Exceptional executive communication, negotiation, and relationship management skills.

Preferred Qualifications

Experience leading strategic account teams supporting large national broadband, telecommunications, or technology customers.

Proven track record of leading and scaling geographically dispersed account teams, including sales leaders, solution consultants, customer success resources, and executive sponsors.

Deep understanding of broadband, telecommunications, subscriber experience, cloud, SaaS, AI, analytics, or network infrastructure markets.

Experience selling platform-based solutions that drive operational efficiency, revenue growth, and customer experience transformation.

Experience partnering with executive leadership teams to develop long-term go-to-market and account expansion strategies.

MBA or equivalent advanced degree.

Denver location

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 .