Director, Commercial Sales - Smart Business Security
About The Position
The Director, Commercial Sales - Smart Business Security is responsible for building and scaling AAA’s Commercial Security & Integrated Building Systems division across a nine-state territory: Alaska, Arizona, California, Idaho, Montana, Nevada, Oregon, Utah, and Wyoming. The role is accountable for commercial revenue realization and for developing a market-leading, high-margin business built on recurring revenue. Reporting to the Vice President, the Director leads the commercial ecosystem, including Commercial Account Executives, Sales Engineers, Sales Operations, and Commercial Project Managers, and represents division leadership with clear, data-backed executive communication. The Director drives commercial sales velocity across intrusion, cloud video, access control, smart building automation, and elevator integration. The role owns the commercial process from prospecting and technical scoping through contracts, permitting, project handoff, customer acceptance, and revenue recognition. It also establishes cross-functional service-level agreements, improves recurring service revenue through preventative maintenance agreements, protects margins through sound site surveys and scope validation, manages manufacturer and distributor relationships, and provides executive leadership with actionable market intelligence. The position is primarily an office job and starts as a hybrid role, requiring at least three days per week onsite in AAA’s Walnut Creek, California office. Physical requirements include standing, sitting, bending, and lifting up to 15 pounds; approximately 98% of work time is spent using a video display terminal. The compensation range is $158,958 to $198,697, with offers targeted between the minimum and midpoint and subject to a fair-pay analysis.
Requirements
- Bachelor’s degree in a related field, or a combination of education and related experience.
- At least 10 years of progressive commercial leadership in electronic security, access control, video surveillance, or integrated building systems.
- At least 5 years managing commercial sales teams, technical sales engineers, sales operations, or commercial project management within an enterprise integrator or regional security provider.
- Progressively responsible experience in a related environment.
- Exceptional verbal and written communication skills, including the ability to explain complex concepts, prepare concise executive briefs, and represent division leadership in high-level meetings.
- Proven ability to overhaul commercial workflows, establish cross-functional service-level agreements, navigate AHJ permitting, and accelerate time to revenue.
- Strong understanding of commercial contract economics, gross-margin protection, and recurring-revenue structures.
- Ability to take ownership, address operational friction, build scalable systems, and maintain revenue momentum.
- Commitment to transparent forecasting and ethical client engagement.
- Ability to work in a primarily office-based environment and meet the stated physical requirements, including lifting up to 15 pounds.
Nice To Haves
- Master’s degree or MBA.
Responsibilities
- Recruit, structure, and directly lead the commercial team, including Commercial Account Executives, Sales Engineers, Sales Operations specialists, and Commercial Project Managers.
- Represent the Vice President in executive meetings and provide concise written updates, data-backed forecasts, and clear verbal briefings to executive leadership.
- Coach Account Executives and Sales Engineers to create clear, ROI-driven business proposals for property directors, business owners, and general contractors.
- Coach and performance-manage the Account Executive team to grow monthly recurring revenue across intrusion, cloud video, access control, smart building automation, and elevator integration.
- Coordinate handoffs among sales, technical scoping, sales administration, and commercial project management.
- Own the commercial revenue cycle, shortening the timeline from signed contract through project handoff, customer acceptance, and revenue recognition.
- Establish and enforce service-level agreements across the commercial deal lifecycle, including prospecting, engineering site walks, contract execution, permitting, and revenue realization.
- Develop recurring service revenue through preventative service and maintenance agreements.
- Oversee site survey standards, scope validation, and bill-of-materials creation to protect target gross margins and prevent post-sale scope creep.
- Manage relationships with hardware and software manufacturers and distributors to pursue favorable pricing, deal registration protection, and product access.
- Monitor security technologies, cloud platforms, and industry trends and deliver actionable market intelligence to AAA’s executive team.
- Lead from the front by participating in complex site audits, co-presenting on key pitches, and driving cross-functional accountability.
Benefits
- Opportunity to participate in AAA’s discretionary annual incentive plan or other incentive plans depending on position.
- 401(k) with a dollar-for-dollar company match up to 6% of eligible earnings per pay period.
- Medical, dental, and vision benefits.
- 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.
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What This Job Offers
Job Type
Full-time
Career Level
Director
