Commercial Account Executive -New Business Development

AAA Mountain West Group • Missoula, MT

4d

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 designed for a proactive hunter who will self-generate business, develop relationships with commercial leaders, and turn complex security needs into integrated solutions. It is not a role focused on maintaining an established book of business.

The Account Executive develops and executes a territory plan, conducts outbound prospecting, and uses AAA’s brand, member relationships, and business ecosystem to create qualified opportunities. The role involves discovery meetings and facility walkthroughs, working with Sales Engineers on system design and technical validation, and presenting solutions such as intrusion detection, cloud video surveillance, video verification, access control, life safety, and 24/7 professional monitoring. The Account Executive guides opportunities from discovery and site survey through proposal, negotiation, contract execution, and operational handoff.

The role also requires disciplined account and pipeline management in Salesforce, accurate forecasting, participation in pipeline reviews and coaching, and sharing market intelligence with revenue leadership. The position reports directly to the VP of Revenue Growth & Partnerships. The work takes place in both office and field settings, including customer meetings and job sites.

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 drive to learn modern smart-building technology and cloud analytics; direct commercial security experience is not required.
• Proficiency using 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 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 strategic channel partnerships.
• Leverage AAA’s organization, member relationships, and local business ecosystems to obtain introductions and build referral channels.
• Maintain a disciplined prospecting rhythm to build pipeline and meet 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 that explain risk reduction, operational impact, and business value.
• Manage opportunities through discovery, site survey, proposal, multi-stakeholder negotiation, contract execution, and operational handoff.
• Map account decision-making units, including economic buyers, decision criteria, and approval processes.
• Maintain accurate, current prospecting, contact, proposal, and forecast records in Salesforce.
• Participate in pipeline reviews, strategy sessions, and coaching, and meet standards for forecast accuracy and opportunity progression.
• Monitor local market developments, competitors, and industry trends, and provide actionable feedback to revenue leadership.

Benefits

• Opportunity to participate in AAA discretionary annual incentive plan or other incentive plans, depending on position.
• Uncapped commission.
• Company 401(k) 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.
• Long-term career growth within a national brand ecosystem.

What This Job Offers

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