Comment recruter un(e) Account Executive
Account Executives are the revenue engine of your company. They convert pipeline into customers and, in many orgs, expand existing accounts. Hiring the wrong AE is expensive — bad hires destroy pipeline, damage prospect relationships, and take months to replace. This guide helps you hire AEs who consistently hit quota.
Ce qu'il faut rechercher
- Quota attainment history: ask for specifics, not just 'I hit my number'
- Deal cycle experience that matches your own: if you sell 6-month enterprise deals, they should too
- Discovery skills: ability to uncover real business pain, not just pitch features
- Coachability: the best AEs adapt their approach based on feedback and data
- Pipeline discipline: CRM hygiene, accurate forecasting, and consistent follow-through
- Intellectual curiosity: the best sellers deeply understand their customer's world
Le processus de recrutement
- 1
Phone screen — quota and experience
Confirm deal size, sales cycle, quota, and attainment. If they can't give you specific numbers, that's a red flag.
- 2
Discovery call roleplay
Ask them to run a discovery call on you (as a prospect). Evaluate questioning quality, listening, and ability to connect pain to solution.
- 3
Deal walkthrough
Ask them to walk through a recent deal — from first touch to close. Look for their role, obstacles, and how they maneuvered.
- 4
Objection handling exercise
Give your three most common sales objections and ask them to respond. Evaluates preparation and adaptability.
- 5
Reference checks with former managers
Quota attainment, behavior under pressure, and how they handled losing deals are all critical.
Conseils d'entretien
- Ask 'What's the most creative thing you've done to close a deal?' — looks for resourcefulness
- Ask how they manage a full pipeline when every deal feels urgent
- Probe on lost deals: 'Tell me about a deal you should have won but didn't — what happened?'
- Ask 'How do you handle a prospect who goes dark after a strong demo?'
Signaux d'alerte
- Vague quota numbers — 'roughly 80%' without specifics suggests embellishment
- Blames product, marketing, or the economy for missed quota without taking ownership
- Talks more than listens in the interview — discovery skills require listening
- No CRM experience or dismisses it as 'admin work'
- Can't describe their sales process — successful reps have repeatable methods
Interviewez vos candidats Account Executive avec l'IA
Obtenez des questions d'entretien structurées suggérées en temps réel. Concentrez-vous sur le candidat.