Commercial Account Executive -New Business Development

AAA Mountain West Group•Walnut Creek, CA

2d•$110,387 - $137,983•Hybrid

About The Position

AAA is seeking a Commercial Account Executive to drive new business development within its commercial security and integrated building systems division. This role is designed for a proactive individual who will build and manage a territory across a 7-state region, focusing on self-generating new business, cultivating relationships with commercial leaders, and providing integrated security solutions. The position emphasizes building a market and developing a compounding income stream, rather than maintaining an existing client base.

Requirements

Minimum of 5+ years of successful outbound B2B consultative sales experience.
Documented history of consistently meeting or exceeding quotas.
Demonstrated ability to self-generate business through proactive prospecting, door-knocking, and cold outreach.
Strong consultative discovery, presentation, negotiation, and closing skills with C-suite executives, property managers, and business owners.
Understanding of contract margins, pricing strategy, and the economic value of Monthly Recurring Revenue (RMR).
Curiosity and drive to learn about modern smart-building tech and cloud analytics.
Proficient experience utilizing Salesforce or enterprise CRM tools for disciplined pipeline management.
Valid driver's license, reliable transportation, and willingness to travel across assigned commercial corridors.
Personal accountability and resilience.
Uncompromising integrity and brand representation.

Nice To Haves

Experience selling building automation (BAS), fleet telematics, waste management, commercial pest control, uniform/facility services, telecom, or SaaS subscriptions.
Established inroads with local Property Managers, General Contractors, Commercial Real Estate (CRE) brokers, or regional franchise operators.
Familiarity with structured sales methodologies (e.g., MEDDPICC).

Responsibilities

Build and execute a strategic territory plan targeting high-value commercial accounts, priority verticals, and key business corridors.
Proactively prospect through outbound calling, field canvassing, door-knocking, networking, industry association events, and strategic channel partnerships.
Leverage the AAA brand and member relationships to generate qualified introductions and referral channels.
Maintain a high prospecting velocity to build a robust pipeline and meet Monthly Recurring Revenue (RMR) targets.
Conduct deep-dive discovery meetings and perform physical facility audits across diverse commercial environments.
Collaborate with Sales Engineers on system design, CAD specifications, and technical validation.
Recommend comprehensive building technologies including intrusion detection, video surveillance, access control, life safety, and professional monitoring.
Prepare proposals, financial justifications, and executive presentations.
Manage complex opportunities through the full sales cycle, including negotiation and contract execution.
Map decision-making units within target accounts and identify economic buyers.
Maintain accurate, real-time records of all prospecting activities, contacts, proposals, and forecasts in Salesforce.
Participate in pipeline reviews and strategy sessions, ensuring forecast accuracy.
Monitor local market developments, competitor movements, and industry trends.

Benefits

Opportunity to participate in AAA discretionary annual incentive plan or other incentive plans
401k Matching – $1 for $1 company match up to 6% of eligible earnings per pay period
Medical, Dental, Vision, wellness program
Paid Holidays
Paid Time Off – Team Members accrue paid time off monthly
Additional 24 hours per year earmarked for volunteer activities (depending on position)
Free AAA Classic Membership
AAA Product Discounts
Tuition Reimbursement Program
World-Class Technical Support
Direct Executive Backing
Premium healthcare coverage (medical, dental, vision)