Free interview kit

Before You Say Yes

Your first AE job interview kit. Ask better questions before accepting the offer.

An offer might say $180,000 OTE. That tells you what you could earn at target. It doesn't tell you whether the territory, pipeline, coaching and commission rules make that target realistic. This kit helps you find out before you say yes.

“Do you have any questions for us?”

If you're interviewing for a sales job, here are the five I always ask.

1
“What do your top sellers have in common?”
You're getting past the job description and learning how people do the job well. If something connects to your experience, share a quick example.
2
“Six months from now, what would make you say hiring me was a great decision?”
You're finding out what matters to the person hiring you. Now you can share a relevant story, and decide whether the expectations sound reasonable.
3
“What percentage of fully ramped reps earned their full OTE last year?”
The earnings in the job posting are one thing. How many people actually earned that amount is another.
4
“What does the onboarding and ramp period look like?”
It tells you how seriously the company invests in setting new reps up for success from day one, versus expecting them to figure things out on their own.
5
“When are you looking to make a decision?”
Then: “Is there anything preventing you from moving me forward to the next round?”
Sales takes leadership. You don't have to keep telling them you'd be good at sales. Give them a little preview.

What's inside the kit

My top five, plus 19 more questions: for the recruiter, the hiring manager and a current rep, with why each one matters.
What good and bad answers sound like: a green flag and a red flag example for each recruiter, manager and rep question.
Culture signals: how they talk about their reps, the last person in the role and your time, and what to listen for.
When answers get vague: what to say when you hear "most people hit quota" or "the plan is pretty standard."
Your nonnegotiables: decide what you'd walk away over before the first call.
Offer comparison and pay scenarios: put two offers side by side and see what you'd earn at 50%, 100% and 125% of quota.

You won't ask all 24. Start with the top five, then pick the few that fit you and the conversation.

Download the kit (PDF) →

Free. No email needed. 29 pages. Fill it in on your computer, or print it and write by hand.

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