Multiverse Interview Material Flashcards
Tell me about a time you overcame adversity?
What specifically do you mean by adversity here?
Ex 1 COVID HIT) (if have not said already in intelligence) A core strength of mine is to adapt quickly to change and adversity and be able to focus on the right things. As an example, when COVID hit, our entire sales org began to struggle with deals being pushed/paused.
Right when changes started happening, I immediately took a step back and completely changed my strategy. First, I drastically increased outreach volumes (expecting a decrease in budgets at many companies), second, I changed my outreach language and focused on loom videos, and third and most importantly I took action immediately to rerank my accounts based on new criteria in this new environment and took a harder ook at my qualification process as to not waste time on businesses that are not in a place to buy. I got rid of all my travel/hospitality accounts, & spent my time finding new home workout and healthcare accounts, and helped speed up timelines and priorities in current cycles.
I was the only rep to hit my number this quarter closing large brand names like Carbon health & volt. Through this quarter, I became the internal “hipaa expert” and was asked to speak about best practices to selling in this space as it was knew to us at the time.
EX2 TFBF) (if did not cover in character) TFBF as my response to adversity in the world
- At Braze, I also was the lead sales rep who helped found the tech for black founders program at our company. In june of 2020 when everything was going on with Black lives matter, our team saw that only 1% of venture backed founders in the US were black. Which really speaks to how the odds are stacked against them in this country. So we decided to partner with a bunch of other SAAS providers in our space to try and help these founders be successful by giving them our software for free as they get started.
- I was solely responsible for deciding what the go to market pitch for this will look like (cerated the deck, positioning, etc) and worked with leadership to decide how we will motivate reps to still prioritize these deals. I was also the first rep to bring in one of these deals.
- Today we now have over 30 TFBF customers and 40+ partners involved and providing offerings
EX3 SCALE) (if covered both already) So after 2.5 years at Braze, I was chosen for a promotion onto the scale team. I knew I should take this promotion as I wanted to keep moving up the later in my career, however, I was pretty nervous as I was joining a team who for the previous 3 quarters in a row, they only hit about 50% of their number as a team. There were a lot of reps who were not having success on this team, and there still are.
However, in joining this team, I knew my strength was new business and I was given very few customer accounts because it was “eat what you kill” so I focused in there and prospected a ton. This year, I brought in the most new business logos of any other rep on the US scale team (about 15 of us)
Why are you special?
How exactly are you defining special?
I believe my consistent track record of success in academics, athletics, and at both Cornerstone and Braze really embodies the elements of intelligence and coach-ability that Multiverse is looking for. Additionally, my work with Big Brothers Big Sisters, as the sales lead for Tech for Black Founders, and as the team captain at UCLA show that I truly care about the Multiverse mission and have the team-focused/kind character you are looking for.
Why should we hire you?
Ya so I’d love to speak to this and share some examples of how I fit what your looking for in a candidate. But first, i want to understand exactly what you are looking for so I can make the best use of your time and share specifics on what you care about most. Would you mind if we started by you sharing a bit about what you are looking for in a candidate?
I am familiar with the ICCE criteria from my conversations with Mae and paul, but I’d love to start by understanding your take on it. Which of the criteria do you see as the most important?
Intelligence
How do you define intelligence? Can you provide an example of XYZ? What do you mean by that?
EX1 Emotional intelligence) My junior year I was chosen by my team/my coach to be the team captain. I was chosen for this role not because I was the best player, but because I understood the various personalities of people on our team, knew what motivated each girl and how to push them or calm them down, and was able to read the room well and say the right thing to defuse tension in heating team meetings or games. Through this experience I learned a ton about body language, understanding and adapting to different peoples motivators, and speaking up during tough situations.
EX2) Academic Intelligence: Even with out insane workout and travel schedule (missed 2/3rds of classes during season for travel) I was still able to receive the All Directors academic award. This award went to the student athlete who was on honor roll all 12 quarters at UCLA
EX3) Business Intelligence) COVID example, only rep to hit quota, Hipaa expert
Character
How do you define Character?
EX2) Adversity- covid example. scale 40% example
EX 1 MISSION)
- What excited me most about multiverse is that its an opportunity to, for the first time in my career, have my full time job we working towards a mission I care deeply about. Creating a more diverse workforce with equal opportunity for people of all backgrounds has always been something that is extremely important to me.
- BBBS - Outside of work, I’ve spent the last 1.5 years working with Big Brothers Big sisters. Are you familiar with this charity at all? I saw on your revenue builders podcasts that you’re involved with save the children, its not to disimilar but BBBS focuses on 1:1 mentorships specifically.
- Its a mentorship program to helps kids with little to no role models in their lives, (often in and out of the foster program, with single parents, etc.) have someone to look up to and to be a positive influence in their lives.
- I have been working with my girl Juju for over a year and a half now and shes become like a little sister to me. Programs like Multiverse excite me because I know they could really help kids like Juju who may not be able to afford to go to college.
- TFBF. - At Braze, I also was the lead sales rep who helped found the tech for black founders program at our company. In june of 2020 when everything was going on with Black lives matter, our team saw that only 1% of venture backed founders in the US were black. Which really speaks to how the odds are stacked against them in this country. So we decided to partner with a bunch of other SAAS providers in our space to try and help these founders be successful by giving them our software for free as they get started.
- I was solely responsible for deciding what the go to market pitch for this will look like (cerated the deck, positioning, etc) and worked with leadership to decide how we will motivate reps to still prioritize these deals. I was also the first rep to bring in one of these deals.
- Today we now have over 30 TFBF customers and 40+ partners involved and providing offerings
So in summary, I think both my experience with TFBF & BBS shows that I have a strong alignment to multiverses values and have distinguished experience and achievements working on projects and giving back to similar missions.
What motivates you?
Is it nature or nurture?
- what specifically do you mean? In life or sales?
I have always been a really hard worker and have been someone who thrives in competition. Historically what has motivated me in sales is wanting to be the best. There is nothing I love more than seeing my name rise on the leaderboard.
But what i am excited about at multiverse is that a new motivator I have never had in my previous role will be that closing these deals, i will actually be making an impact and working towards a mission I deeply care about. Outside of work I am involved in BBS which is a mentorship program for kids who come from tough backgrounds (usually in/out of the foster care program)
For nature vs nurture, for me I think it’s definitely both nature and nurture. I really look up to my dad, he was in the navy, he was a really successful athlete, and has had an extremely successful career in commercial real estate. He instilled in me from a young age that you have to outwork everyone else to get what you want. But at the same time, I think a lot of that is nature as well, I have always been a hard worker and a competitive person where as my sisters raised by the same parents are totally different some of it I think is just innate.
Coachability
- what does accepting feedback look like to you?
- What kinds of changes have you seen the best reps make that have helped your team hit your goals?
- In my 12 years as athlete, my full time job was implementing feedback.
- Over my career in sports I played for a wide range of personalities. Some coaches who were all for positive reinforcement, but also many screamers who were all for negative/fear based coaching.
- Through this I learned to have tough skin and to love feedback of all kinds as I knew if I was getting feedback I could keep improving.
- Similarly in the working world, I have worked for a wide variety of personalities and sales coaching styles through the years.
- What excited me most about Multiverse is that it seems to be a place focused on constant feedback, taking a hard look at the numbers and being process oriented about making improvements in all aspects of your day to day. I loved reading about the 3R’s and your teams use of meddicc.
- At Braze, I have taken initiative to ensure I am constantly receiving and implementing feedback.
- For example, after every loss, I’ll have my boss set up time to debrief with our champion without me there to really get a sense for what we could have done better. Then we will sit down and go over each step of the deal in detail and implement actionable takeaways for how we will improve.
- As an example we recently lost a big deal to Goop. Since this loss, we have reworked our entire pitch for eCommerce brands. The martech space is moving quickly and all the businesses are extremely different so we are constantly reworking our pitches to better align with the quickly changing market.
Track Record
- Athletic Directors Academic Excellence award - this was given to the students who were on honor roll all 12 quarters at UCLA
- Team captain - which speaks to my emotional intelligence, ability to lead and motivate people, and work with all kinds of personalities
- honorable mention for NCAA All-American team
- CAD/BDR of the quarter award (team of 50)- 175% avrg attainment
- Promoted out of BDR role within 9 months (usually takes at least 1-2 years)
- 126% average attainment in Associate client executive role
- Sales newcomer of the year my first year at Braze, spoke at Company wide kickoff in front of 200+ people about my win
- second year top performer on SMB & only person chosen to be promoted to Scale
- H1 most NB logos brought in of any other rep, on track to hit yearly
Why do you want to leave Braze?
For intelligence we are looking for people with Harvard degrees
Chicago PD, burger and chips, the sound of music, annie,
favorite charity: save the children UK, - revenue builders podcasts
