Interview Companion
23-minute structured interview · 12 questions · 3 priority focus areas
Focus 1
Validate Metrics depth
Scored 5/5 - strong on paper. Confirm with a real-world story it isn't just theory.
Focus 2
Validate Decision Criteria depth
Scored 5/5 - strong on paper. Confirm with a real-world story it isn't just theory.
Focus 3
Validate Identify Pain depth
Scored 5/5 - strong on paper. Confirm with a real-world story it isn't just theory.
Walk me through the most quantified business case you've built. What numbers anchored it and how did you defend them in front of a CFO?
Metrics · ~3 min
Tell me about a deal where you got an EB meeting that the rest of your team couldn't. What was your approach?
Economic Buyer · ~3 min
Tell me about a deal where you reshaped the decision criteria in your favour. How did you do it without seeming biased?
Decision Criteria · ~3 min
Describe the most complex decision process you've mapped. Stages, owners, exit criteria, time per stage.
Decision Process · ~3 min
Tell me about a deal you saved from a late-stage procurement or InfoSec stall. What did you do differently next time?
Paper Process · ~3 min
Tell me about a discovery call where you uncovered a pain the customer hadn't articulated themselves. How?
Identify Pain · ~3 min
Tell me about a champion who actually moved the deal for you. How did you build that relationship?
Champion · ~3 min
Tell me about a deal you won against a stronger incumbent. What was your wedge?
Competition · ~3 min
Walk me through the last deal you closed. MEDDPICC by MEDDPICC - what was thin, what was strong?
Role-specific (Ent AE) · ~4 min
Tell me about a deal where you had to multi-thread quickly. How did you do it without burning the champion?
Role-specific (Ent AE) · ~4 min
I'm the EB you've never met. You have 5 minutes to earn a 30-minute follow-up. Go.
Economic Buyer · ~10 min
I'm the prospect. Build me a mutual action plan in real time. Five minutes.
Decision Process · ~10 min