Inside Scoop: What it Takes to Interview for Sales

We’re excited to follow up with part 2 of our Q&A series with go-to-market recruiter, Zach Choquette to dig deeper on the interview process at Turbonomic. I’ll just get right into what Zach had to say:

What’s it like to interview for an account executive role here?

Zach: In a word… thorough. Generally starts with an initial conversation or two with a recruiter, then an interview with a Regional Sales Director and a Pre-Sales resource. From there, we do a final in-person or video interview with Sales and Executive leadership.

There’s often two parts to landing a job… there’s the skill-fit and then desired characteristics that make someone successful here. What are some of those characteristics that you look for?

Zach Love this question. There are specific things I look for in a candidate’s background that give a level of predictive control; industry and product relevance, small company success, pedigree, tenure and performance, etc.  I think there are combinations of characteristics that indicate someone is a top performer, or has the potential to be in any expansion stage company.

At Turbonomic, regardless of role scope, I look for:

  1. Grit
  2. Intellectual curiosity
  3. Polish
  4. Rigor
  5. Desire for impact
  6. Teamwork

What are the top 3 things that stand out to you that make a great enterprise AE?

Zach Aside from the core characteristics in the previous questions, there is a credo our CEO Ben Nye lives by that I think great AEs encompass.  Keep Studying. Dare to be right. Be fearless. We’re selling transformational software, in a nascent market — those 3 things are critical to success.

How would you describe the culture at Turbonomic?

Zach Fast Paced – High Visibility with High Impact – Data Driven – Challenging

Is there executive support for reps here? What’s that look like?

Zach Yes, Turbo is a team sell. Execs are actively involved in sales campaigns as needed, and willfully will help anytime. Whether opening a door to an executive relationship, going onsite for customer meetings, or providing advice on deal strategy. This is one of the major things that differentiates us as an employer… the executives are incredibly passionate and knowledgable and will step in whenever you ask.

 

About our featured employee:

Zach has been a recruiter for over 5 years, where he’s had experience at start-up recruiting agencies before joining Turbonomic. Currently, Zach leads our go-to-market team recruiting and had tremendous success building out our west coast enterprise sales team, sales engineer teams and more recently filling some high-level marketing roles. Zach has received multiple awards for his work at Turbonomic and more specifically, his success within his recruiting role. In his free time he can be found shooting hoops or traveling to different countries around the world!

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