Account Executive 2

Walk me through a deal you closed recently where you had to act as a consultative advisor rather than just pitching features. What did that look like day to day?

What they are checking: whether the candidate can actually operate at a consultative level versus reciting a standard sales pitch

Tell me about a time you lost a deal you thought was going to close. What happened, and what did you do differently after that?

What they are checking: self-awareness, resilience, and whether they extract lessons from losses instead of blaming the prospect

Tell me about a customer relationship where you had to rebuild trust after something went wrong on your end or the product's end.

What they are checking: accountability and relationship repair skills, since this role is framed as owning the customer experience

Describe a time you had to bring in other teams, like customer success or product, to get a deal across the line. How did you coordinate that?

What they are checking: cross-functional collaboration and whether they see closing as a team effort

Tell me about a time your intuition about a prospect turned out to be wrong. What did you learn from it?

What they are checking: honesty and capacity for growth, since the posting explicitly names intuition as a tool they use

A prospect tells you they're already using a competitor's automation tool and are lukewarm about switching. How do you handle that conversation?

What they are checking: objection handling and ability to build a case for change without being pushy

Say you're three weeks from quarter end and your top deal stalls because the champion goes quiet. What do you do?

What they are checking: proactive problem solving and multi-threading skills under pressure

A long-standing customer wants a deep discount to renew and expand. How do you approach that negotiation?

What they are checking: negotiation skill and ability to protect margin while preserving the relationship

How do you decide when a deal isn't worth chasing anymore?

What they are checking: judgment and time management, avoiding wasted effort on low-probability deals

How do you qualify whether a prospect's marketing automation needs are complex enough to justify the investment, and how do you find that out early in the conversation?

What they are checking: discovery skill and understanding of what marketing automation actually solves for a business

What's your process for building a business case that shows a customer real revenue impact from marketing automation, not just a list of features?

What they are checking: ability to tie product capability to measurable business outcomes

How do you manage a pipeline where deal sizes and sales cycles vary a lot, some quick and transactional, others long and consultative?

What they are checking: organizational discipline and prioritization across a mixed pipeline

What do you actually know about marketing automation as a category right now, and how would you explain the value of it to someone who's never used it?

What they are checking: baseline product and market fluency