Commercial Account Executive -New Business Development

AAA Mountain West Group•Walnut Creek, CA

About The Position

AAA is expanding its commercial security and integrated building systems division and is hiring a new-business-focused Commercial Account Executive to build commercial opportunities across an assigned seven-state territory. This high-impact sales role is intended for a proactive hunter who will self-generate business, develop relationships with commercial leaders, and turn complex security needs into integrated solutions. The role is focused on building a territory rather than maintaining an existing book of business. The account executive develops and executes territory plans, prospecting through outbound calls, field canvassing, door-knocking, networking, industry events, and channel partnerships. They use AAA's brand, member relationships, and local business connections to generate referrals and qualified introductions, while sustaining the activity needed to meet Monthly Recurring Revenue (RMR) targets. The position involves consultative discovery meetings and physical facility walks across varied commercial sites. The account executive collaborates with Sales Engineers on system design and technical validation, then presents integrated solutions such as intrusion detection, cloud video surveillance, video verification, access control, life safety, and 24/7 professional monitoring. They lead opportunities from discovery and site survey through proposals, negotiation, contract execution, and operational handoff. The role requires disciplined account and pipeline management, including mapping decision-makers, maintaining accurate Salesforce records, forecasting, participating in pipeline reviews and coaching, and sharing relevant market intelligence. The position reports directly to the VP of Revenue Growth & Partnerships. Compensation includes an uncapped commission opportunity; the stated compensation range is $110,387 to $137,983, with offers subject to fair pay analysis.

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.
Proficiency with Salesforce or other 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 meetings.

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 key business corridors across assigned regions.
Generate new business through outbound calling, field canvassing, door-knocking, networking, industry association events, and strategic channel partnerships.
Use AAA's organization, member relationships, and local business ecosystems to generate qualified introductions and referral channels.
Maintain consistent prospecting activity to build pipeline and achieve established Monthly Recurring Revenue (RMR) targets.
Conduct discovery meetings and physical facility walks across diverse 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 long-term business value.
Manage complex sales opportunities from discovery and site survey through proposal, 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, and maintain 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) matching: dollar-for-dollar 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, 24 additional 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.