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

Commercial Account Executive -New Business Development at AAA Mountain West Group in Walnut Creek, CA. Full-time. $110,387 a year. Apply with swipeandhired.

Why Work For Us?

• 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

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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.

Key Responsibilities

1. Territory Strategy & New Business Development

• 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.

1. Consultative Sales & Solution Development

• 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.

1. Account Strategy & CRM Discipline

• 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.

What We’re Looking For (Required Qualifications)

• 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.

Preferred Qualifications

• 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).

Core Competencies

• New-Business Development & Outbound Prospecting

• Executive-Level Consultative Selling

• Territory Planning & Account Strategy

• Technical Curiosity & Learning Agility

• Personal Accountability & Resilience

• Uncompromising Integrity & Brand Representation

Why Join AAA Smart Business Security?

• 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.

WORKING ENVIRONMENT / MINIMUM PHYSICAL REQUIREMENTS
Works in an office and field environment that includes: sitting at a desk, table or computer workstation for extended periods of time, in field meeting with customers or at job sites.

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