Commercial Account Executive -New Business Development

AAA Mountain West Group•Tempe, AZ

About The Position

The Commercial Account Executive is a high-impact new-business development role focused on building a commercial security and integrated building systems territory across an assigned seven-state region. The position is designed for a self-starting hunter who will generate new business, develop relationships with commercial leaders, and turn customer security needs into integrated solutions. It is not a role focused on maintaining an established book of business. The role combines territory planning and outbound prospecting with consultative sales, site discovery, proposal development, negotiation, contract execution, and operational handoff. The Account Executive works with Sales Engineers who handle system design, CAD specifications, and technical validation, while the Account Executive focuses on customer relationships, sales strategy, and closing. The position reports directly to the VP of Revenue Growth & Partnerships.

Requirements

At least 5 years of successful outbound B2B consultative sales experience, with a documented record 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 about modern smart-building technology and cloud analytics; direct commercial security experience is not required.
Proficiency using Salesforce or other enterprise CRM tools for pipeline management.
Valid driver’s license, reliable transportation, and willingness to travel across assigned commercial corridors for site surveys and sales activity.

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

Develop and execute a territory plan targeting high-value commercial accounts, priority verticals, and key business corridors across assigned regions.
Generate new business through outbound calls, field canvassing, door-knocking, networking, industry association events, and channel partnerships.
Use AAA relationships, member connections, and local business ecosystems to generate introductions and referral channels.
Maintain consistent daily and weekly prospecting activity to build pipeline and achieve established Monthly Recurring Revenue (RMR) targets.
Conduct discovery meetings and physical facility walkthroughs at diverse commercial sites.
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 long-term business value.
Lead opportunities from discovery and site survey through proposal, multi-stakeholder negotiation, contract execution, and operational handoff.
Map account decision-makers, economic buyers, decision criteria, and approval processes.
Maintain accurate, current records of prospecting, contacts, proposals, and forecast dates in Salesforce.
Participate in pipeline reviews, strategy sessions, and coaching, and meet standards for forecast accuracy and opportunity progression.
Monitor local market developments, competitor activity, and industry trends, and provide actionable feedback to revenue leadership.

Benefits

Opportunity to participate in a discretionary annual incentive plan or other incentive plans, depending on position.
401(k) matching: $1-for-$1 company match 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.
Career growth within a national brand ecosystem.