Process
| Interview |
Interviewer |
Scoring Criteria |
Example Questions |
| Talent Screen |
@Anonymous |
- Motivations |
|
- Behavioural fit
- Relevant experience
- Salary, notice etc | |
| Hiring manager | @Anonymous | - Ownership
- Hunger
- Sales experience | - Tell me about a time you failed
- Why Sequence?
- What deal are you most proud of and why? What were your responsibilities in the deal?
- Talk me through a technology space you’re excited about. Why that space? How do you ramp on it?
- Describe a time you had to be scrappy. |
| ‣ | @Anonymous | - Culture fit
- Solutions Engineer partner | - How do you work with Solutions Engineering?
- Talk me through a client implementation |
| Technical aptitude | @Anonymous | - Technical aptitude
- FinTech experience
- Grasp of enterprise sales product nuances | - What are the critical systems you think Sequence interacts with for our customers?
- How would you describe Sequence’s value proposition for a financial operator at a B2B FinTech?
- Describe a time you had to ramp on a new technical product or space. How did you do that?
- What teams do you interact with in your current/previous roles? Tell me about a project where you had to work with engineers |
| Pitch - Sales ability | @Anonymous
@Anonymous | - Selling ability
- BDR ability | - Take 2hrs and prepare a 10min pitch to a Yapily (B2B FinTech) for Sequence. Use any format.
- Prepare an outbound cadence. What 5 companies would you reach out to and with what messaging? |
Role Details
The Account Executive will be our standalone salesperson for most of 2023. The specific responsibilities and skill sets we are looking for are:
Responsibilities
- Own pipeline building including outbounding and updating CRM
- Manage sales process end-to-end, including sourcing and negotiating
- Refine customer value propositions and inform customer segment targets
- Provide detailed feedback and input to product team
Skill Set
- Hunger → this person is eager, acts with urgency, and sticks it out
- Ownership → this person operates autonomously, can self-serve to solve problems, and operate across an organisation
- Technical aptitude → this person can learn technical products, distil their value prop, and deeply understand a customer’s systems
- Fintech or startup selling experience → this person is passionate about fintech and brings some experience selling into the ecosystem
- BDR/ Pipeline building experience → this person has (ideally recently) managed their own outbound pipeline building to drive deal flow
Profile
The Account Executive will be our standalone salesperson for most of 2023. We want to bring in someone from a company where they will have found success selling a technical product to B2B companies. The ideal profile would also have some experience at a mature sales org where they’d have received a solid foundation of training. E.g., 1.5 years as BDR at a large company like Salesforce and then 2 years at a B2B startup like Plaid, Truelayer, Darktrace, etc.
Sourcing
Example companies to source from:
- m3ter, Chargebee, Paddle, Recurly, Causal - similar space, UK B2B products for CFOs