Account Executive Screening Interview Template

What was your quota last year and what percentage did you achieve?

What this assesses: Direct measure of sales performance and honesty about results.

Walk me through your typical sales process from initial contact to close.

What this assesses: Reveals sales methodology, process discipline, and deal management skills.

Tell me about the largest deal you have closed. What made it complex and how did you navigate it?

What this assesses: Assesses ability to manage complex, high-stakes deal cycles.

How do you handle a prospect who goes silent mid-deal?

What this assesses: Tests persistence, creativity, and emotional resilience in sales.

Describe your approach to prospecting and building pipeline.

What this assesses: Evaluates self-sufficiency in pipeline generation, not just closing inbound.

Tell me about a deal you lost. What happened and what would you do differently?

What this assesses: Reveals self-awareness, learning orientation, and honest reflection.

What do you know about our product and market? Why does this opportunity interest you?

What this assesses: Tests preparation, genuine interest, and understanding of the market.