Sales Enterprise interview prep.

Behavioural questions to expect

1. Walk me through your CV.
2. Tell me about the biggest or most complex deal you've closed.
3. Tell me about a weakness, a failure, or a deal you lost - and what you learned.
4. Why enterprise SaaS sales - and why this segment vs mid-market or SMB?
5. Why the firm?
6. Why this segment / motion - new-logo hunter vs expansion AE, or segment vs adjacent segment?
7. How would you describe the firm's product + value proposition to a CFO in 60 seconds?
8. How do you sell against a top competitor?

Technical concepts to master

• MEDDPICC - the enterprise SaaS qualification frame

  Metrics · Economic Buyer · Decision Criteria · Decision Process · Paper Process

• Value-based selling - pain to business case

  Pain (the business problem) · Impact (the consequence of the pain) · Value (the outcome with your product) · Business case + ROI · Differentiated value

• Pipeline + forecast math

  Pipeline coverage · Stage conversion · Commit / Upside / Best-Case forecast · ACV + ASP · Slippage + push-out discipline

• Discovery + call mechanics

  Talk-time ratio · Open-ended discovery questions · Pain funnel · Multi-threading · Mutual close plan / MAP

Practical drills

• I'm going to describe a deal in your pipeline. Qualify it for me using MEDDPICC, element by element. Tell me where you'd commit, where you'd push, and where you'd qualify out.
• You have a $1.5M quota this quarter. Walk me through your pipeline coverage, win-rate assumptions, and how you'd call commit / upside / best-case.
• I'm a VP of Operations at a mid-market manufacturer. I took your meeting because my team flagged you. Run a 10-minute discovery call.

Smart-question anchors

• Segment + ICP - the customer the AE would sell to, the typical ACV + cycle, the named accounts in territory
• Quota + comp + ramp - the quota, OTE, ramp timeline, accelerators, recent quota attainment in the org
• Methodology + enablement - the sales methodology (MEDDPICC / Force Management / Challenger), the enablement program, the playbook discipline
• Pipeline + forecast culture - how pipeline reviews run, how forecast accuracy is measured, the cadence with sales leadership
• Cross-functional - the SE / CS / marketing / product partnership; how product feedback flows; how customer escalations are handled

Sourced from

MEDDIC Academy / MEDDPICC framework (Jack Napoli, Dick Dunkel) · Force Management / Command of the Message · The Challenger Sale (Dixon and Adamson, CEB / Gartner) · Gong - State of the Funnel + revenue intelligence research · Pavilion + Bravado enterprise sales interview prep · RepVue - public enterprise SaaS sales benchmarks