Commercial Account Executive -New Business Development

AAA Mountain West Group • Tempe, AZ

4d

About The Position

AAA is expanding its commercial security and integrated building systems division. This high-impact business development role is responsible for building a commercial territory across an assigned seven-state region by generating new business, developing relationships with commercial leaders, and turning security needs into integrated solutions. The role is intended for a proactive sales professional who wants to develop a market rather than maintain an established book of business.

The Commercial Account Executive develops a territory strategy, identifies high-value accounts and priority verticals, and generates prospects through outbound calling, field canvassing, door-knocking, networking, industry events, partnerships, and AAA relationships. The role conducts discovery meetings and facility walks, works with Sales Engineers on technical system design and validation, recommends integrated building technology, and presents proposals and financial justifications. The executive leads opportunities from discovery and site survey through negotiation, contract execution, and operational handoff.

The position also requires disciplined account planning and Salesforce or other enterprise CRM use, accurate pipeline and forecast management, participation in reviews and coaching, and ongoing monitoring of local markets and competitors. It reports directly to the VP of Revenue Growth & Partnerships. Work takes place in both office and field settings, including customer meetings and job sites across assigned commercial corridors.

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 drive 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 across assigned commercial corridors.

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 focused on high-value commercial accounts, priority verticals, and key business corridors across assigned regions.
• Generate new business through outbound calling, field canvassing, door-knocking, networking, industry association events, and strategic channel partnerships.
• Leverage AAA relationships and local business networks to obtain introductions and build referral channels.
• Maintain consistent prospecting activity to build a pipeline and achieve 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 communicate risk reduction, operational impact, and long-term value.
• Manage opportunities from discovery and site survey through proposal, multi-stakeholder negotiation, contract execution, and operational handoff.
• Map decision-making units, economic buyers, decision criteria, and approval processes within target accounts.
• Maintain accurate, real-time records of prospecting activities, contacts, proposals, and forecast dates in Salesforce.
• Participate in pipeline reviews, strategy sessions, and coaching; maintain forecast accuracy and opportunity progression.
• Monitor local market developments, competitor activity, and industry trends, and provide actionable feedback to revenue leadership.
• Travel across assigned commercial corridors to conduct site surveys and close business.

Benefits

• Opportunity to participate in AAA's 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.
• Long-term career growth within a national brand ecosystem.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed