Account executive first-round interview questions

An account executive has to understand a buyer's problem, keep a deal moving, and stay honest under pressure. These questions ask for deals the candidate actually worked.

The questions

1Tell me about a deal where you found out the buyer's real problem was different from what they first said. How did you find out?Scores: Discovery
2Walk me through how you prepare for a first call with a new prospect. Use a recent example.Scores: Discovery
3Walk me through the most complex deal you've closed. Who was involved, and how did you keep it moving?Scores: Running a deal
4Tell me about a deal you lost that you thought you would win. What happened, and what did you change afterwards?Scores: Running a deal
5Tell me about a time a buyer pushed back hard on price. What did you do, and how did it turn out?Scores: Handling objections

The rubric

Discovery: Finds out what the buyer needs and why it matters before proposing anything.; Listen for: The questions they asked, what they learned, and how that changed their approach to the deal.
Running a deal: Plans the steps to a close, involves the right people, and keeps the deal moving.; Listen for: Named roles in the buying group, clear next steps, and an honest account of what went wrong in the loss.
Handling objections: Treats pushback as information and answers it honestly without discounting by reflex.; Listen for: They found the reason behind the objection and tied their response to value, not just a lower price.

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