Commercial Account Executive -New Business Development

AAA Mountain West Group•Missoula, MT

10d

About The Position

AAA is hiring a Commercial Account Executive to build new commercial business across an assigned seven-state territory for its commercial security and integrated building systems division. This high-impact growth role focuses on self-generating opportunities, building relationships with commercial decision-makers, and developing integrated solutions that protect people and property. The role is intended for a proactive new-business hunter rather than someone maintaining an established book of business. The position combines territory planning and outbound prospecting with consultative sales, facility discovery and site audits, solution development, presentations, negotiation, contract execution, and operational handoff. The Commercial Account Executive collaborates with Sales Engineers on technical design and validation, while maintaining rigorous Salesforce records, pipeline forecasts, and account strategies. The position reports directly to the VP of Revenue Growth & Partnerships and involves work in office and field environments, including customer meetings and job sites.

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 with Salesforce or enterprise CRM tools for disciplined pipeline management.
Valid driver's license, reliable transportation, and willingness to travel across assigned commercial corridors for site surveys and sales activities.

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 strategic territory plan targeting high-value commercial accounts, priority verticals, and business corridors across assigned regions.
Generate new business through outbound calling, field canvassing, door-knocking, networking, industry association events, and channel partnerships.
Use AAA's organization, member relationships, and local business networks to develop qualified introductions and referral channels.
Maintain consistent prospecting activity to build a robust pipeline and achieve established Monthly Recurring Revenue (RMR) targets.
Conduct discovery meetings and physical facility walks at 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 business value.
Manage sales opportunities from discovery and site survey through proposal, multi-stakeholder negotiation, contract execution, and operational handoff.
Map account decision-making units, including 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; 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 AAA's discretionary annual incentive plan or other incentive plans, depending on position.
401(k) company 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.