Sales Interview Process

Enterprise Account Executive

Interviewer(s): Hiring Manager + Account Executive(s) + CSM or Solutions Engineer
Duration: 1 hour
Purpose: during the sales presentation, you will 1) walk the panel through a brief introduction/bio of yourself, 2) deep-dive into an enterprise deal you have led, and 3) present a pipeline generation plan (including 10 top target accounts you would pursue based on your understanding of Sourcegraph's value proposition, your personal relationships, and relevant information about the prospect companies that you believe lead to a high probability of engagement). The goal of this interview is for us to understand: 1) your past experience and skill set (via your intro), 2) whether you can command a sales process (via the deep-dive), and 3) your understanding of our value proposition and approach towards territory development.
Very important: please use the presentation template provided from the recruiter for your presentation and please check out the speaker notes - they have a lot of detail on what we are looking for! If you have any issues accessing the presentation, please email recruiting@sourcegraph.com.

Interviewer(s): Account Executive & Soutions Engineer
Duration: 45 minutes
Details: the purpose of this stage in the interview process is to evaluate your technical depth and aptitude for learning about the products you sell, as well as your ability to work effectively as a team with our Soutions Engineers. Please come prepared to explain the technical underpinnings of the product(s) you sell today, how you work with Soutions Engineers to learn more, and translate that into value to customers and prospects.

Interviewer(s): CRO + Regional Sales Director + Account Executive
Duration: 1 hour
Purpose: during the sales presentation, you will:
- Walk the panel through a brief introduction/bio of yourself
- Choose a real account that you currently or recently owned. Present your account strategy including: the customer landscape (key stakeholders, org structure, current footprint), your expansion goals, potential risks, and how you partnered with internal teams (CSM, SE, Support, etc) to execute on your strategy. Be prepared to explain your prioritization and how you measured success.
- Walk through a specific win, either a renewal you saved or a significant expansion you closed. Cover: the initial situation, what made it complex, the actions you took, who you collaborated with internally and externally, and the result. Be specific about your role vs. other teams' contributions.
Very important: please use the Named AE presentation template provided from the recruiter for your presentation and please check out the speaker notes - they have a lot of detail on what we are looking for! If you have any issues accessing the presentation, please email recruiting@sourcegraph.com.