Motive

Question 1

Why do you want to work at Motive?

Question 2

What are your strengths and weaknesses?

Question 3

Tell me about yourself

Question 4

How do you manage the pressure of carrying a quota?

Question 5

Why are you in sales?

Question 6

What was your quota attainment?

Question 7

Why did you leave Camino?

Question 8

Walk me through your sales process.

Question 9

What would be your 90 day plan for the territory?

Question 10

What are your salary expectations?

Question 11

Describe a time when you had to adapt to change.

Question 12

Describe a time you had to interact with a difficult client.

Question 13

Describe a time you wish you handled something differently with a colleague.

Question 14

Tell me about your proudest professional accomplishment.

Question 15

How do you prioritize your time?

Question 16

Describe a time when you had to think on your feet in order to delicately avoid a difficult situation

Question 17

Describe a time when you faced a conflict while working on a team

Question 18

Tell me about a time you set a goal for yourself.

Question 19

Tell me about a time you had to do the right thing even if it was hard.

Question 20

Tell me about a difficult conversation you had to have with someone.

Question 21

Tell me about a project you took initiative on.

Question 22

Tell me about something you have learned or taught yourself.

Question 23

Can you describe a time when you had to overcome a significant challenge or obstacle? How did you approach the situation, and what was the outcome?

Question 24

Communication skills are essential in any role. Can you provide an example of a time when you effectively communicated complex information to a diverse audience?

Question 25

Tell me about a situation where you had to work collaboratively with others to achieve a common goal. What was your role, and how did you contribute to the team’s success?

Question 26

Leadership can manifest in various forms. Can you provide an example of a time when you demonstrated leadership, either formally or informally?

Question 27

What does DEI mean for you?

Question 28

What questions do you have for me (TD)

Question 29

What questions do you have for me (Andrew)

Answer 29

-net new vs rip out?
-competition?
-biggest strategic error people have made in the past
-I saw you were at a direct competitor ActSoft so you have domain knowledge. What do you think is the biggest learning curve in the role?
-biggest surprise when you took over
- what does empathetic leader mean to you?

Question 30

What do you mean by “Account Executive is short for Accountability Executive”

Question 31

Why govtech?

Question 32

How do you exemplify Ownership?

Question 33

How do you exemplify Less but Better?

Question 34

How do you exemplify Build Trust?

Question 35

How do you exemplify Unlock Potential?

Question 36

Can you discuss a challenging situation where you had to overcome a competitor in a sales scenario?

Question 37

Can you discuss your approach to managing and coordinating product customization and integration efforts with enterprise clients’ IT departments?

Question 38

What are you looking for in your next career move?

Question 39

How do you negotiate?

Question 40

How do you gain access to power?

Question 41

Can you provide examples of how you’ve adapted your sales strategies to address the larger deal sizes and higher stakes involved in enterprise sales?

Question 42

What separates a good salesperson from a great one?

Question 43

Practice your close for Andrew

Question 44

Practice your close for the VP

Question 45

Can you provide examples of successful team collaborations you’ve had in enterprise software sales?

Question 46

Why did they choose you to get laid off?

Question 47

Describe a time when you had to handle a customer escalation or dissatisfaction in enterprise sales.

Question 48

How do you write business cases?

Question 49

Discuss a time when you had to navigate internal stakeholders’ interests / politics while closing a deal.

Question 50

You would have the Mountain territory. Discuss your plan for building it

Answer 50

• “land and expand”
• take top 3 best customers ideally in the region
• find out why they bought, why they stayed, understand their demographics and firmographics to create an ICP
• create a list of 50 named accounts to target with a bias towards my state of CO
• I reach out to those, BDR gets the rest
• in general, stick to ICP and proven verticals within PubSec

Question 51

How would you run Discovery

Question 52

How would you collaborate with the SC on demos

Question 53

How would you build champions

Question 54

How would you handle price objections

Question 55

How would you manage a competitive scenario

Question 56

Talking points for “Downstream problems have upstream causes”

Question 57

Talking points for “Govtech salespeople are risk managers, not pitchmen”

Question 58

Talking points for “be a river guide”

Question 59

What would be your biggest learning curve?

Question 60

How do you navigate complex closing motions / procurement?

Question 61

How do you peel back the onion in discovery?