Commercial Account Executive -New Business Development at AAA Mountain West Group in Walnut Creek, CA

Job description

• AAA is one of America’s most recognized and trusted brands, safeguarding over 66 million members. We are building on that over 125-year legacy of trust to significantly scale our commercial security and integrated building systems division into a market-dominant powerhouse.
• This is a high-impact growth role for a true builder and hunter. You will unlock commercial opportunities across our 7-state territory, self-generating new business, developing relationships with commercial leaders, and turning complex security needs into integrated solutions that protect people, property, and livelihoods.
• If you are looking for a comfortable book of business to maintain, this is not the role for you. If you want a market to build, an iconic brand to leverage, and a compounding income stream to earn, keep reading.

Responsibilities

• Build & Execute Your Territory Plan: Develop a strategic territory map targeting high-value commercial accounts, priority verticals, and key business corridors across assigned regions.
• Relentless Outbound Hunting: Proactively prospect through outbound calling, field canvassing, door-knocking, networking, industry association events, and strategic channel partnerships.
• Leverage the AAA Brand Advantage: Tap into the broader AAA organization, member relationships, and local business ecosystems to generate qualified introductions and establish high-value referral channels.
• Maintain High Prospecting Velocity: Execute a disciplined daily and weekly activity rhythm sufficient to consistently build a robust pipeline and hit established Monthly Recurring Revenue (RMR) targets.
• Executive Discovery & Site Audits: Conduct deep-dive discovery meetings and perform physical facility walks across diverse commercial environments (office complexes, retail networks, warehouses, daycare chains, auto hubs, and construction sites).
• Partner with Sales Engineering: Collaborate hand-in-hand with our dedicated team of Sales Engineers who handle system design, CAD specs, and technical validation, allowing you to focus on strategy, relationships, and closing.
• Deliver Integrated Solutions: Recommend comprehensive building tech, including intrusion detection, cloud video surveillance, video verification, access control, life safety, and 24/7 professional monitoring.
• Value-Based Presentations: Prepare clear proposals, financial justifications, and executive presentations that articulate risk reduction, operational impact, and long-term business value.
• Contract Execution: Lead complex opportunities through the complete cycle; from discovery and site survey to proposal, multi-stakeholder negotiation, contract execution, and smooth operational handoff.
• Multi-Stakeholder Engagement: Map decision-making units within target accounts, identifying economic buyers, decision criteria, and approval processes.
• Pipeline Rigor: Maintain accurate, real-time records of all prospecting activities, contacts, proposals, and forecast dates in Salesforce.
• Accountability & Forecasting: Participate in pipeline reviews, strategy sessions, and coaching, consistently achieving standards for forecast accuracy and opportunity progression.
• Market Intelligence: Monitor local market developments, competitor movements, and industry trends, providing actionable feedback to revenue leadership.

Requirements

• Proven B2B Sales Track Record: Minimum of 5+ years of successful outbound B2B consultative sales experience, with a documented history of consistently meeting or exceeding quotas.
• Hunter Mentality: Demonstrated ability to self-generate business through proactive prospecting, door-knocking, and cold outreach—you don't wait for inbound leads.
• Executive Presence: Strong consultative discovery, presentation, negotiation, and closing skills with C-suite executives, property managers, and business owners.
• RMR & Financial Acumen: Understanding of contract margins, pricing strategy, and the economic value of Monthly Recurring Revenue (RMR).
• Technical Curiosity: While direct commercial security experience is not required, we do require the curiosity and drive to "geek out" on modern smart-building tech and cloud analytics.
• CRM Discipline: Proficient experience utilizing Salesforce or enterprise CRM tools for disciplined pipeline management.
• Territory Mobility: Valid driver's license, reliable transportation, and the willingness to travel across assigned commercial corridors to conduct site surveys and close business.
• Experience selling building automation (BAS), fleet telematics, waste management, commercial pest control, uniform/facility services, telecom, or SaaS subscriptions.
• Established inroads with local Property Managers, General Contractors, Commercial Real Estate (CRE) brokers, or regional franchise operators.
• Familiarity with structured sales methodologies (e.g., MEDDPICC).

Skills

Required

• Proven B2B sales track record
• Hunter mentality
• Executive presence
• RMR & financial acumen
• Technical curiosity
• CRM discipline
• Territory mobility

Benefits

• Great Pay - opportunity to participate in AAA discretionary annual incentive plan or other incentive plans depending upon position
• 401k Matching – $1 for $1 company match up to 6% of eligible earnings per pay period
• Benefits – Medical, Dental, Vision, wellness program and more!
• Paid Holidays
• Paid Time Off – Team Members accrue paid time off monthly. Depending on position, an additional 24 hours per year are earmarked for volunteer activities.
• Collaborative Environment – AAA will value your contribution to providing exceptional service to our members
• Free AAA Classic Membership
• AAA Product Discounts
• Tuition Reimbursement Program
• .
• Iconic Brand Power + Entrepreneurial Upside: Combine the ground-floor opportunity of building a regional commercial territory with the immediate open-door leverage of America's most trusted brand.
• Uncapped Commission
• World-Class Technical Support: You focus on relationships, strategy, and closing; our Sales Engineering team will partner with you to solve technical designs, site specs, and surveys.
• Direct Executive Backing: Reporting directly to the VP of Revenue Growth & Partnerships, you’ll enjoy a flat organizational structure, fast-tracked deal approvals, and true executive sponsorship.
• Comprehensive Benefits: Premium healthcare coverage (medical, dental, vision), 401(k) matching, paid time off, and long-term career growth within a national brand ecosystem.
• Bring the drive. Build the relationships. Win the market.
• We target between minimum and midpoint of the range, and all offers are subject to a fair pay analysis - Compensation Range: Min: $110,387.00 - Mid: $137,983.00
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