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salesgamer

Account Executive

Fire Starter
Contributor

FINAL AE INTERVIEW: need advice!


Going for my final interview with the VP of Global Sales, this is my 3rd and final round.

1st call: with JAPAC VP of Sales (emailed him directly, went straight for power)

2nd round: discovery call roleplay (JAPC VP + AE People Manager)


I'm well prepared for interview questions with stories/ examples. However, I'm also in a competitive situation with at least 3 other AEs. And I want to take nothing for granted and cover as much ground as possible.


I need to prepare a 30/60/90-day plan + some additional focus: I've included the task in the screenshot here as well.


Also, I'm going to be sending a handwritten thank you card, to everyone involved in the sales process so far.


Any advice on the presentation task + interview tips?

๐Ÿค Interviewing/Offer
๐Ÿ—ฃ Interviewing
16

11 comments

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Pachacuti
Politicker
8
They call me Daddy, Sales Daddy
Kudos for making the call into the HM. Fortune favors the bold.

There are hundreds of 30/60/90 day sales plans online. Or you can have ChatGPT write one for you based on the JD.

13 deals per month though? Wow. Donโ€™t take any days off bro.
Filth
Politicker
3
Live Filthy or Die Clean
The 13 deals made me buck as well on first read.
Maximas
Tycoon
0
Senior Sales Executive
Yeah, like the hard work he did!!
aenima
Celebrated Contributor
7
Principal Account Manager
No way anyone is closing 13 deals per month with an average of $4K/mo contract.

Doing roughly math, that means you have to have 30+ active deals nearing ready to close per month - that assumes a 30% close rate which is HIGH. So on top of that, you need ~ 90 active opps per month in total pipeline to support the flow down. 90opps x 12 months = half of the 2,000 accounts in the territory.

So this company is expecting a 50% response rate from the territory leading to a $4K opp? And if you closed all of them and hit quotaโ€ฆ. The entire territory would, by their own math, be depleted in 24 months.

Iโ€™d run far and fast away from this. These guys are fucking idiots.
salesgamer
Fire Starter
3
Account Executive
In case the screenshot is fuzzy:

JAPAC Growth Account Executive - Panel Interview TaskCongratulations youโ€™ve made it to the final interview round with SaaS company!This interview round will consist of 2 parts. Please prepare a short presentation, a totalof 15 mins with a maximum of 4 slides, in total. We would like you to share yourthoughts on the below areas:

Part I- Your monthly sales quota for a Growth Sales Executive is SGD$50,000 ARR- Our average deal size is SGD$4,000 ARR, therefore to achievequota on average you will be closing 13 deals per month - Our JAPAC region currently has over 2,000 customers, derived from a mix ofself-serve and โ€˜sales assistedโ€™ (that is, they required packages thatself-serve couldnโ€™t accommodate) customers. - They are typically subscribed to a single license on a single product.- We offer 7 products and examples of pricing levers include # ofusers, # of data sources, # of accounts, refresh interval, support level, etc - Sales tools at your disposal include; Salesforce, Salesloft, Linkedin,ZoomInfo, our internal lead insights, and your external research
Our Ask;- In this role, your focus would be on the JAPAC region- How do you structure your; day, week and month to achieve your quota?- Personal monthly and weekly KPIs/goals- What is your view on how a Growth Sales Executive at our firm shouldapproach their role on a daily basis, with the below in mind - As an Expansion Account Executive you will have 2 primary tools to achieve yourmonthly quota 1) Platform โ€˜violatorsโ€™ or over users (greater usage than their contract states)- Often we see Customers โ€˜violateโ€™ or overuse the platform via;- Adding additional users, who they arenโ€™t paying for- Adding additional data sources / accounts to ourplatform (over and above contract)
2) Existing customers trialing new products, via our website. We see thesetrialing often translating into an expansion of their current ARR

Part II

- What challenges do you anticipate in this role and how can we help bridge anygaps?- Please outline working environments in which you thrive, with examples.- What are you passionate about outside of work?
punishedlad
Tycoon
2
๐Ÿง™โ€โ™‚๏ธ
Never interviewed for that high-caliber of a position, so not sure how valuable my advice could be. Really love the hand written letter piece. I find it kind of funny that they're making you come up with your own 30/60/90. I've only had to do that once, and it always strikes me as kind of lazy on management's part since I expect a structure like that to be laid out for me in a new role since it's supposed to communicate the company's expectations of you in those first months.
Sunbunny31
Politicker
4
Sr Sales Executive ๐Ÿฐ
When it comes to a 30/60/90, they're often taking a look to see how a rep would address the region, and how much experience they have.

salesgamer - do you have a POV on how to handle the rules violators and trials?

From what I can see from the requirements, they're looking for a rep who will be very focused on getting to every single target and convert a high percentage. If you can communicate effectively your plan to do so, you're in good shape.

I think all your other tactics are good - but I'm also not familiar with the nuances of working for a JAPAC region specifically.

When is your interview?
Filth
Politicker
2
Live Filthy or Die Clean
On what bunny is talking about - digging into the reporting/visibility you'll have on account will be key for keeping clients tied to the appropriate invoices & pivoting those discussions into upsells
notdavemoss
Valued Contributor
1
CCBW
I'm very glad you have a final interview and I wish you good luck - but I am tired of CROs and VPs asking Reps for 30.60.90 day plans. It's a waste of time and I have NEVER seen one implemented. It's busywork. I like the comment about having ChatGPT write one based on the job description.
TheQueenofDiamonds
Politicker
0
Account Executive
Love everything about your approach, one suggestion, in your plan, you could recommend to institute "overage charges in the future agreements", so that free-loaders won't happen as easily. If clients need to add license it should be made easy. I assume this is more of a "product suggestion", not so much a part of the first 90 days plan ๐Ÿฅด

On the sales side:

If you have a way to make it more personal pre interview (like doing some didding into thier LinkedIn)you will be able to build this plan from "thier suggestions" increasing the likelihood of them loving it . Good luck!!!
justatopproducer
Politicker
0
VP OF SALES -US
Back into your numbers and goals and how you will accomplish them. Use examples of previous experience. It makes it easy to talk through as well. I did this and was told it was the best review they have ever seen, this is from a fortune 100 company. Good luck!

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