17 Enterprise Account Executive Interview Questions and Answers

An enterprise account executive is responsible for developing and maintaining relationships with large, strategic customers. He or she is the primary point of contact for these customers and is responsible for managing the sales process from start to finish.

If you’re looking for an enterprise account executive job, you’ll need to be able to answer a variety of questions about your experience, skills, and qualifications. In this guide, we’ll give you a list of some common questions you may be asked in an interview, as well as some sample answers to help you prepare for your interview.

Are you comfortable cold calling potential clients?

Enterprise account executives often have to cold call potential clients. This question helps the interviewer determine if you’re comfortable with this aspect of the job and how you approach it. Use your answer to highlight your communication skills, confidence and ability to persuade others.

Example: “I’m definitely not afraid of cold calling. In fact, I find that it’s one of my strengths as an enterprise account executive. When I first started in this role, I was nervous about cold calling because I didn’t know what to expect. However, after a few weeks, I realized that cold calling is just like any other sales pitch. You need to be confident, friendly and persuasive. Now, I actually enjoy cold calling because I’ve found that it’s a great way to get to know new people.”

What are some of the most effective strategies you’ve used to close a deal with a client?

This question can help the interviewer gain insight into your sales techniques and how you approach closing a deal. Your answer should include examples of how you used these strategies to close a sale successfully, including any metrics that show your success.

Example: “I find it helpful to start by building rapport with my client before presenting our company’s services or products. I do this by asking them questions about their business and what they hope to achieve. This helps me understand their needs so I can tailor my presentation to address those needs specifically. It also shows the client that I am invested in their success as well as my own.

Another strategy I use is to provide the client with an overview of all of the benefits they will receive from working with us. For example, if we are selling software, I would explain how the software can improve their efficiency and save them money. By providing tangible reasons why they should work with us, I have found that clients are more likely to sign on with our company.”

How do you handle rejection when trying to close a deal?

Enterprise account executives often have to deal with rejection. Employers ask this question to see how you respond to failure and learn from it. Use your answer to show that you can take constructive criticism and use it to improve yourself.

Example: “I understand that no sale is ever a sure thing, so I always prepare myself for the possibility of rejection. When I get turned down, I try to find out why. Sometimes it’s because they don’t need our product or service at all. Other times, it’s because we didn’t present ourselves well enough. In those cases, I make note of what I could do differently next time. No matter the reason, I always thank them for their time.”

What is your experience with developing and presenting proposals to clients?

Proposals are a common task for enterprise account executives. Employers ask this question to learn more about your experience with proposal writing and presentation skills. Use your answer to highlight any specific proposals you’ve written in the past. Explain how these proposals helped you achieve success within your previous role.

Example: “In my last position, I was responsible for creating all of our company’s sales pitches. This included developing both verbal and written proposals that outlined our services and pricing plans. I met with each client individually to discuss their needs and goals before presenting them with our formal proposal. These meetings allowed me to understand what they were looking for in an account executive. I used this information to create customized solutions for each client.”

Provide an example of a time when you were able to successfully close a deal for your company.

This question can help the interviewer gain insight into your sales experience and how you’ve contributed to a company’s success. Use examples from previous positions that highlight your ability to close deals, negotiate contracts or meet client expectations.

Example: “In my last position as an enterprise account executive for a software development company, I was working with a large corporation on developing a new app. The company had already invested in several projects before hiring us, so they were hesitant about investing more money into another project. However, I was able to convince them of our expertise by highlighting our past successes and showing them our portfolio of apps we’d developed previously.”

If a client was interested in working with your company, but they were not currently a customer, how would you go about acquiring their business?

This question is an opportunity to show your sales skills and how you would approach a new client. Your answer should include the steps you would take to reach out to the potential customer, including what methods you would use to contact them and why those methods are effective.

Example: “I would first research their company to learn more about their goals and objectives. I would then call or email the person in charge of making purchasing decisions at the company to introduce myself and my company. I would explain that we have experience working with companies like theirs and can help them achieve their business goals. If they were interested, I would set up a meeting to discuss our services further.”

What would you do if you were working on a proposal for a new client and your team members were unable to complete their portions on time?

This question can help the interviewer understand how you work with others and your ability to manage a team. Your answer should show that you are able to communicate effectively, delegate tasks and meet deadlines.

Example: “If my team members were unable to complete their portions of the proposal on time, I would first ask them if they needed any additional resources or assistance in order to finish their portion of the project by the deadline. If they didn’t need anything else, I would take over their responsibilities until they were able to resume working on the proposal.”

How well do you perform under pressure?

Enterprise account executives often work under tight deadlines and pressure to meet sales goals. Employers ask this question to learn more about your ability to perform well in high-pressure situations. In your answer, share a specific example of a time you performed well under pressure. Explain what steps you took to achieve success despite the challenging circumstances.

Example: “I thrive when working under pressure because it motivates me to complete my tasks as quickly as possible. Last year, I was tasked with finding new clients for our company within two weeks. At first, I thought this would be an impossible task, but I decided to take on the challenge head-on. I worked long hours each day to find potential customers. After one week, I had already found five companies that were interested in learning more about our services. By the end of the second week, I had secured three new clients.”

Do you have experience working with clients from different cultures?

Enterprise account executives often work with clients from different cultures. The interviewer wants to know if you have experience working with people who are culturally different than you and how you handled it. Use examples of your past experiences working with a diverse group of people and highlight the skills you developed that helped you succeed in those situations.

Example: “In my last role, I worked with a client base that was primarily made up of small businesses. However, we also had some large corporations as clients. In this situation, I needed to be able to communicate effectively with both types of companies. I learned how to speak their language by researching what they were looking for and tailoring my pitches to them. This helped me build strong relationships with all of our clients.”

When meeting with a client for the first time, how do you establish a positive first impression?

Interviewers ask this question to see if you have the interpersonal skills necessary for success in sales. They want to know that you can connect with clients and establish a positive relationship right away. Your answer should include steps you take to make sure your first meeting is successful.

Example: “I always arrive early to my client meetings so I can introduce myself to everyone in their company. This shows them that I am prepared, professional and eager to get to work. I shake hands with each person and smile as I introduce myself. I also try to remember names of people I meet so I can refer back to them later.”

We want to increase our presence on social media. If you were going to start a social media campaign for a client, what platforms would you choose?

Social media is a popular way to advertise products and services. An interviewer may ask this question to see if you have experience with social media advertising. In your answer, explain which platforms you would use for an effective campaign. You can also mention any specific strategies that you might use on each platform.

Example: “I would start by creating a company account on all major social media sites. I would then create individual accounts for the brand’s most important products or services. For example, I would create separate accounts for our software solutions, customer service team and sales department. Next, I would post content regularly to these accounts. I would include links to relevant articles, images of customers using the product and videos showing how it works.”

Describe your writing style when completing sales documents.

Enterprise account executives often write proposals, contracts and other documents that explain their company’s products or services to clients. Interviewers ask this question to learn about your writing style and how you complete these types of assignments. In your answer, describe the steps you take when completing a document like this. Explain that you want to ensure your writing is clear and easy to understand for the client.

Example: “I always start by researching the client’s business and learning as much as I can about what they’re currently doing. This helps me create a proposal that meets their needs while also providing them with new solutions. When I’m working on a sales document, I try to keep my sentences short and simple so that anyone reading it can easily understand what I’m saying. I also make sure to include plenty of bullet points and diagrams to help break up the text.”

What makes you an ideal candidate for an enterprise account executive position?

This question is your opportunity to show the interviewer that you have the skills and experience necessary for this role. Use examples from your previous job or a time when you helped a customer solve a problem to demonstrate how you can be an effective enterprise account executive.

Example: “I am passionate about helping customers find solutions to their problems, which makes me an ideal candidate for an enterprise account executive position. In my last role as an IT support specialist, I worked with a client who was having issues with their email server. After troubleshooting the issue, I found out that they needed a new server. I recommended a solution that would work best for them and implemented it within 24 hours.”

Which enterprise software programs are you familiar with?

This question is a great way for the interviewer to assess your knowledge of enterprise software programs. It’s important that you’re familiar with all the major ones in the industry, so be sure to do some research before going into the interview.

Example: “I’m very familiar with Salesforce and Microsoft Dynamics. I’ve used both extensively throughout my career, and I find them to be two of the most effective enterprise software programs on the market. In addition to these, I also have experience using NetSuite, Oracle and SAP.”

What do you think is the most important thing an enterprise account executive can do to support their team?

This question can help the interviewer understand how you view your role in supporting other team members. Your answer should show that you value teamwork and collaboration, which are important skills for an enterprise account executive to have.

Example: “I think it’s essential for an enterprise account executive to support their team by being a good communicator. I make sure to check in with my team regularly so they know what projects I’m working on and if there are any changes or updates to our clients’ needs. This helps ensure everyone is on the same page and supports one another when needed.”

How often do you update your sales pipeline?

This question can help the interviewer understand how you prioritize your work and manage your time. Your answer should show that you have a system for managing your workload, but it also needs to highlight your ability to create strong relationships with clients.

Example: “I update my sales pipeline weekly. I find this helps me stay organized and on track with my goals. Each week, I review all of my client accounts and make notes about any changes or updates. Then, I add new leads to my pipeline based on their potential value to our company. This process allows me to focus on building strong relationships with current clients while finding new ones.”

There is a disconnect between the client’s goals and the recommendations your team made. How do you handle this situation?

This question is designed to assess your ability to handle conflict and disagreement. It also shows the interviewer how you can use your communication skills to resolve issues in a professional manner.

Example: “I would first make sure that I understood why there was a disconnect between the client’s goals and our recommendations. Then, I would ask my team members for their opinions on the matter. If we all agreed with the client’s position, then I would explain to them why we could not implement their suggestions. However, if we disagreed with the client’s position, then I would tell them that we were willing to work together to find a solution that met everyone’s needs.”