15 questions a sales interviewer will ask an account executive — from deal strategy to objection handling and forecasting.
Tell me about the most complex deal you've closed. What made it complex and how did you navigate it?
Walk me through how you qualify a new opportunity. What framework do you use?
A prospect goes dark after a strong demo. What are your next three moves?
Describe a deal you expected to win but lost. What did you learn?
How do you build and defend a sales forecast leadership can trust?
Procurement asks for a 30% discount in the final week of the quarter. How do you respond?
Tell me about a time you turned a skeptical prospect into a champion.
How do you research an account before the first call?
You're at 60% of quota with one month left. What's your plan?
Describe a time you worked with CS, marketing, or product to win or save an account.
How do you mentor a newer rep who is struggling to fill their pipeline?
What signals tell you a deal is real versus quietly stalled?
Tell me about a time you told a customer no to protect the relationship long-term.
A key champion leaves the company mid-deal. How do you keep the opportunity alive?
How do you bring deal feedback back to product or marketing so next quarter is easier?
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