Director, Commercial Sales - Smart Business Security

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

.

At AAA, our Team Members strive to deliver amazing service and help our Members outsmart life’s roadblocks. We believe everything you do outside of work adds to who you are at work.

NOTE: This role is hybrid and requires 3 days a week onsite in our Walnut Creek, CA office.

JOB SUMMARY

The Director, Commercial Sales - Smart Business Security is responsible for executing a massive, strategic expansion: building our Commercial Security & Integrated Building Systems division into a market-dominant, high-margin recurring revenue powerhouse. This role will build, scale, and lead this commercial division across a 9-state territory (AK, AZ, CA, ID, MT, NV, OR, UT, WY) and be directly responsible for ensuring total commercial revenue realization.

Operating as the engine under the Vice President, this role will build and align the commercial ecosystem, including Commercial Account Executives (AEs), Sales Engineers (SEs), Sales Operations, and Commercial Project Managers.This role will serve as an articulate communicator and effective storyteller, translating complex technology, physical risk, and compliance into clear, compelling narratives for buyers and internal stakeholders alike, while taking full ownership of the commercial process.

ESSENTIAL FUNCTIONS

Full Department Architecture & Executive Alignment

• Build & Scale the Commercial Organization: Recruit, structure, and directly lead the multi-functional commercial team, including Commercial AEs, Sales Engineers, Sales Operations specialists, and Commercial Project Managers.
• Executive Presence & Clear Communication: Act as an extension of the Vice President. Lead executive meetings seamlessly, deliver crisp written updates with data-backed forecasts, and clear verbal briefs to executive leadership.
• Elevate Commercial Storytelling: Coach AEs and SEs to move beyond technical hardware specs and present clear, ROI-driven business proposals to property directors, business owners, and general contractors.
• Drive Commercial Sales Velocity: Coach and performance-manage the AE team to execute our compounding Monthly Recurring Revenue (RMR) model across intrusion, cloud video, access control, smart building automation, and elevator integration.
• Establish Cross-Functional Alignment: Ensure seamless written and verbal handoffs between sales hunting, technical scoping (SEs), deal administration (Sales Ops), and commercial project managers to drive clean execution.

End-to-End Revenue Realization & Process Overhaul

• Own the P&L Revenue Cycle: Take absolute responsibility for shortening the timeline from signed contract to project handoff, customer acceptance, and rapid revenue recognition.
• Govern Division-Wide SLAs: Establish and enforce rigid cross-functional Service Level Agreements across every phase of the commercial deal lifecycle, from initial prospecting and engineering site walks through contract execution, AHJ permitting, and final revenue realization.
• Expand Recurring Service Revenue: Systematize high-margin, ongoing RMR streams through comprehensive preventative service and maintenance agreements.

Technical Governance, Vendor Strategy & Market Vision

• Margin & Scope Protection: Oversee site survey standards, scope validation, and bill-of-materials (BOM) creation to guarantee target gross margins and eliminate post-sale scope creep.
• Vendor Ecosystem Strategy: Play the primary stakeholder role with key hardware/software manufacturer and distributor relationships (OEMs) to secure favorable commercial pricing, deal registration protection, and product access.
• Market Advisory: Keep a constant pulse on emerging security technologies, cloud platforms, and industry trends, bringing actionable market intelligence directly to AAA’s executive team.

KNOWLEDGE AND SKILLS

• Articulate Executive Communication: Exceptional verbal and written communication skills. Proven ability to articulate complex concepts clearly, write concise executive briefs, and represent division leadership effectively in high-level internal and external meetings.
• Deep Security Industry Authority: 10+ years of progressive commercial leadership within electronic security, access control, video surveillance, or integrated building systems.
• Broad Operational Leadership: 5+ years managing commercial sales teams, technical sales engineers, sales operations, or commercial project management within an enterprise integrator or regional security provider.
• Revenue Cycle Mastery: Proven track record of overhauling commercial workflows, establishing cross-functional SLAs, navigating AHJ permitting processes, and accelerating time-to-revenue.
• Financial & Contract Acumen: Deep understanding of commercial contract economics, gross margin protection, and compounding Monthly Recurring Revenue (RMR) structures.

Leadership Ethos:

• Extreme Ownership: Operates with resourcefulness in evolving environments, fixing operational friction and building scalable systems while keeping revenue moving.
• Uncompromising Integrity: Maintains complete transparency in written forecasting and ethical client engagements, recognizing that representing "America's Most Trusted Brand" is a privilege.
• Player-Coach Mentality: Leads from the front, riding along on complex site audits, co-presenting on key pitches, and driving cross-functional accountability.

EDUCATION, COMPETENCIES, CERTIFICATIONS/LICENSES

Minimum Qualifications

• Bachelor’s Degree in a related field or combination of education and related experience.
• 5+ years managing commercial sales teams, technical sales engineers, sales operations, or commercial project management within an enterprise integrator or regional security provider.
• 10+ years of progressive commercial leadership within electronic security, access control, video surveillance, or integrated building systems.
• Progressively responsible experience in related environment

Preferred Qualifications

• Master degree or MBA

WORKING ENVIRONMENT / MINIMUM PHYSICAL REQUIREMENTS

This is primarily an office job. Physical requirements include standing, sitting, bending and lifting (up to 15 pounds). Approximately 98% of time is spent using a video display terminal. Position will start off as a hybrid role, in office a minimum of 3 days a week.

#VIC_RX

We target between minimum and midpoint of the range, and all offers are subject to a fair pay analysis - Compensation Range: Min: $158,958.00 - Mid: $198,697.00

-

About Us

Welcome to AAA Mountain West Group (MWG), serving Northern California, Nevada, Utah, Arizona, Alaska, Wyoming, and Montana.

We believe our team should make their mark: over every mile and at every moment, we pride ourselves at helping our Members outsmart life’s obstacles.

We are a not-for-profit, membership-based organization that has served our Members for over a century: from our legendary roadside assistance and award-winning insurance products to free travel planning and new innovations.