Commercial Account Executive, New Business Development

AAA Northern California; Reno (NV); On-site; USD 120,000 - 230,000; Full time

Benefits offered by this job

Uncapped Commission

Premium healthcare coverage

401(k) matching

Paid time off

Career growth

Job summary

AAA Northern California in Reno, NV seeks a high-performing B2B sales professional to develop a regional commercial security portfolio. You will self-generate opportunities, build strategic territory plans, and negotiate with C-suite and business owners to close complex deals.

The role requires a hunter mentality, strong executive presence, and deep understanding of RMR economics. Expect travel across the territory and collaboration with a Sales Engineering team to deliver integrated solutions.

Qualifications

• 5+ years of outbound B2B consultative sales experience with quotas.
• Self-generation of business through prospecting and cold outreach.
• Executive discovery, presentations, negotiations with executives and owners.
• Understanding of Monthly Recurring Revenue and pricing strategies.
• Curiosity about modern smart-building tech and cloud analytics.
• Disciplined pipeline management using enterprise CRM tools.
• Willingness to travel across assigned commercial corridors for surveys and closings.

Responsibilities

• Territory Strategy & New Business Development: build plans, target high-value accounts, and create a robust pipeline.
• Consultative Sales & Solution Development: conduct executive discovery, coordinate with Sales Engineering, and present integrated solutions.
• Account Strategy & CRM Discipline: map stakeholders, maintain pipeline records, and forecast opportunities.

Skills

B2B sales

Hunter mentality

Executive presence

RMR know-how

Technical curiosity

CRM discipline

Territory mobility

Tools

Salesforce

Job description

Location: Reno, NV

Time Type: Full time

Job Description

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

.

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.

2. 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.

3. 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.