Commercial Account Executive -New Business Development
About The Position
AAA is hiring a Commercial Account Executive to build new commercial business across an assigned seven-state territory and help scale its commercial security and integrated building systems division. This high-impact growth role focuses on self-generating opportunities, developing relationships with commercial leaders, and converting complex security needs into integrated solutions. The position is intended for a proactive hunter rather than someone maintaining an established book of business. The role involves building a territory plan, prospecting through outbound calls, field canvassing, door-knocking, networking, industry events, and channel partnerships, and leveraging AAA’s brand and relationships to generate introductions. The Account Executive conducts discovery meetings and facility walks, works with Sales Engineering on technical designs and validation, presents value-based proposals, and leads opportunities through negotiation, contract execution, and operational handoff. Solutions may include intrusion detection, cloud video surveillance, video verification, access control, life safety, and 24/7 professional monitoring. The position also requires mapping stakeholders, maintaining prospect and pipeline records in Salesforce, forecasting, participating in pipeline reviews and coaching, and sharing market intelligence with revenue leadership. The role reports directly to the VP of Revenue Growth & Partnerships and includes travel throughout the assigned commercial territory.
Requirements
- At least 5 years of successful outbound B2B consultative sales experience, with a 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 motivation to learn modern smart-building technology and cloud analytics; direct commercial security experience is not required.
- Proficiency using Salesforce or enterprise CRM tools for disciplined pipeline management.
- Valid driver’s license, reliable transportation, and willingness to travel throughout assigned commercial corridors.
- Ability to work in office and field environments, including extended periods sitting at a desk, table, or computer workstation and meeting customers or visiting job sites.
Nice To Haves
- Experience selling building automation (BAS), fleet telematics, waste management, commercial pest control, uniform or facility services, telecom, or SaaS subscriptions.
- Established relationships with local property managers, general contractors, commercial real estate brokers, or regional franchise operators.
- Familiarity with structured sales methodologies such as MEDDPICC.
Responsibilities
- Build and execute a strategic territory plan targeting high-value commercial accounts, priority verticals, and business corridors.
- Generate new business through outbound calling, field canvassing, door-knocking, networking, industry association events, and strategic channel partnerships.
- Leverage AAA’s organization, member relationships, and local business ecosystems to secure introductions and referrals.
- Maintain consistent prospecting activity and build a pipeline to meet established Monthly Recurring Revenue (RMR) targets.
- Conduct discovery meetings and physical facility walks in varied commercial environments.
- Collaborate with Sales Engineers on system design, CAD specifications, and technical validation.
- Recommend integrated building technology solutions, including intrusion detection, cloud video surveillance, video verification, access control, life safety, and 24/7 professional monitoring.
- Prepare proposals, financial justifications, and executive presentations that explain risk reduction, operational impact, and business value.
- Lead opportunities from discovery and site survey through proposal, negotiation, contract execution, and operational handoff.
- Map account decision-makers, economic buyers, decision criteria, and approval processes.
- Maintain accurate, real-time Salesforce records of prospecting activities, contacts, proposals, and forecast dates.
- Participate in pipeline reviews, strategy sessions, and coaching; maintain forecast accuracy and opportunity progression standards.
- Monitor local market developments, competitors, and industry trends, and provide actionable feedback to revenue leadership.
- Travel across assigned commercial corridors to conduct site surveys and close business.
Benefits
- AAA discretionary annual incentive plan or other incentive plans, depending on position.
- Company 401(k) match of $1 for $1, up to 6% of eligible earnings per pay period.
- Medical, dental, and vision coverage.
- Wellness program.
- Paid holidays.
- Paid time off accrued monthly.
- Depending on position, an additional 24 hours per year earmarked for volunteer activities.
- Free AAA Classic Membership.
- AAA product discounts.
- Tuition reimbursement program.
- Uncapped commission.
- Premium healthcare coverage.
- Long-term career growth within a national brand ecosystem.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
