Director, Commercial Sales

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.

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, , 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.

• 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.

• 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.