Commercial Account Executive -New Business Development

AAA Mountain West Group•Reno, NV

About The Position

AAA is seeking a high-impact, new-business-focused Commercial Account Executive to build commercial security and integrated building systems business across an assigned seven-state territory. The role focuses on self-generating opportunities, developing relationships with commercial leaders, and translating complex security needs into integrated solutions. It is intended for a proactive sales hunter rather than someone focused on maintaining an established 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. The role uses AAA’s brand, member relationships, and local business connections to create introductions and referral channels, while sustaining prospecting activity to build pipeline and meet monthly recurring revenue targets. The position involves consultative discovery, physical facility walkthroughs, value-based presentations, and full-cycle sales execution. The Account Executive collaborates with Sales Engineers on system design and technical validation, and recommends integrated offerings such as intrusion detection, cloud video surveillance, video verification, access control, life safety, and 24/7 professional monitoring. The role also requires disciplined Salesforce or enterprise CRM use, account strategy, forecasting, market intelligence, and coordination through contract execution and operational handoff. The position reports directly to the VP of Revenue Growth & Partnerships. Work takes place in both office and field environments, including customer meetings and job sites, with travel across the assigned commercial territory.

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 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 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 calling, field canvassing, door-knocking, networking, industry association events, and strategic channel partnerships.
Use AAA relationships and local business ecosystems to generate qualified introductions and build referral channels.
Maintain a disciplined prospecting rhythm to build pipeline and achieve established Monthly Recurring Revenue (RMR) targets.
Conduct discovery meetings and physical facility walkthroughs across 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 focused on risk reduction, operational impact, and long-term value.
Lead opportunities through discovery, site survey, 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 activities, contacts, proposals, and forecast dates in Salesforce.
Participate in pipeline reviews, strategy sessions, and coaching; maintain forecast accuracy and opportunity progression.
Monitor local markets, competitors, 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: company matches $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.
Long-term career growth within a national brand ecosystem.