Openness is one of our core values at Procore Technologies. With that in mind, we’re continuing to be transparent with our candidates about the interview process here at Procore! We have had such a phenomenal response to our ‘Preparing for your Sales Development Representative Interview’ blog post that we’re turning this into a series. Below you find details about our interviews for account executives (AE). You can expect to see more posts like this in the future about other roles at Procore. Our goal is to support each candidate to fully own their interview experience, and this is just one of the many ways we accomplish this.
Interviewing can be a demanding experience that requires you to step outside of your comfort zone. Understanding what to expect will empower you to take ownership of your interview experience and navigate each step of the interview process with confidence. Whether you’re considering an account executive position at Procore or you are actively interviewing with us, we hope the details below of the interview steps that we typically follow helps!
Step 1: Recruiter Call
The initial screening call is designed to understand your background and experience. This step occurs with all of our interviews, no matter what role you are interviewing for. On this call, your recruiter will typically cover your resume, general experience in prospecting, negotiating and closing deals as well as your interest in the role at Procore. This call will also serve as an opportunity for both parties to gather essential information and ensure alignment regarding logistics and overall expectations.
This screen call will be with a Procore talent recruiter and will be conducted over the phone, via a video chat or in person.
The recruiter screen call typically lasts thirty minutes.
What Can You Expect?
Introductions (5 minutes): Here, your recruiter will start by telling you a bit about the role and what the team is looking to achieve. They will open the door to learn more about you and your interests. A helpful tip here is to remember that interviewers can only assess your skills and abilities based on what you show them during your interview. Therefore, it’s important to plan and prepare by putting together a description of who you are, your work experience and your interests outside of the workplace that have helped you develop the required skills to be successful in this role.
Background Review (20 minutes): You’ll be asked questions about why you’re interested in an account executive role at Procore. Talk about any experiences you’ve had in software/SAAS sales and your general approach to prospecting, negotiations and deal closing. Questions might dig into customer type and size, average deal size and team selling models. Be deliberate about showing how the transferable skills from your previous roles or experiences can contribute to your success as an account executive at Procore. This is your opportunity to share stories of your past work, demonstrate your ability to do discovery and spotlight your problem-solving skills that will help your recruiter understand where you excel and what type of impact you’re looking to make.
Answering Your Questions (5 minutes): Come prepared with questions to learn about working at Procore as an account executive. This is an opportunity to learn more about Procore from an insider’s point of view. Think about Procore’s vision and mission and ask questions that point to what you find interesting and challenging about the work you'd be doing here or what challenges you're most interested in being a part of solving.
Step 2: Hiring Manager Call
After successfully completing the recruiter screen call, the next step in the interview process at Procore may involve a call with the hiring manager. The purpose of the hiring manager interview is to gain a deeper understanding of your experience and insights into specific sales methodologies, as well as your ability to effectively manage your business and navigate the sales process from start to finish. Remember: you wouldn’t have made it this far if you didn’t have some of the relevant skills we’re looking for.
The full interview consists of the following:
Why Procore: Hiring managers often want to know why you are interested in working for Procore. Our mission is to connect everyone in construction on a global platform. Our vision is to improve the lives of everyone in construction. Share with the hiring manager why this resonates with you.
Sales methodology: The hiring manager will be interested in learning more about your knowledge of and application of different sales approaches. This will include your approach to running your everyday business, including strategies for managing your territory, prioritizing tasks, generating leads and reaching sales targets.
This is an opportunity for you to showcase your understanding of sales techniques and demonstrate how you would leverage them to meet the unique needs of clients and drive successful outcomes.
A helpful tip is to consider some examples from your past experiences where you have successfully applied sales methodologies in previous sales scenarios. When responding, you can use the STAR (Situation, Task, Action, Result) method to provide structured and compelling answers.
Deal walk-through: You will be asked to provide a detailed account of deals you have worked on in the past. Your interviewers are keen to learn more about your history. They may ask questions ranging from “Talk to me about your past attainment” and “Tell me about previous products you’ve sold” to “Tell us about the stakeholders and champions involved in the deal.” This exercise allows you to demonstrate your ability to navigate the entire sales process, from prospecting and qualifying leads to presenting solutions and closing the deal.
Be prepared to discuss specific examples, metrics and anecdotes that highlight the challenges you faced, the strategies you employed and the ultimate success of the deal. By sharing these insights, you can provide a comprehensive understanding of your previous achievements and demonstrate your expertise in driving successful sales outcomes.
Note: Please remember that we do not want and are not asking you to divulge any confidential information that you have from other places you’ve worked. So, please consider how you share examples in the above and throughout the interview process while maintaining confidentiality of your previous employers.
The sequencing of the last two stages below differs between North America and other global markets. In the US and Canada, the core stage precedes the demo stage, while in international markets, the core stage is the concluding phase of the interview process.
Step 3: Case Study/Demos
In the US and Canada, the interview process culminates in the "demo stage.” During this stage, you will participate in a 90-minute session divided into two sections: the role play interview and the general discussion. The role play interview will usually be with cross-functional partners and sales managers and will involve simulating a discovery call, while the general discussion session will provide an opportunity for you to get feedback and ask as many questions as you’d like.
For international markets, the case study interview will typically be with the hiring manager and the head of sales for your region. The purpose of this interview is to assess your ability to dig into clients' needs and showcase your ability to effectively present how Procore's solutions can address client challenges.
The full interview consists of the following:
The role play interview (30 minutes): The role play interview simulates a discovery call. Prior to the interview, you will receive details on how to prepare for the role play, including insights on what kind of information to come armed with, how to present, and what is expected of you.
During the role-play, your main objective is to engage in a discovery conversation by asking insightful questions. Focus on active listening and asking relevant questions to gather information.
By understanding the prospect's needs, you can effectively present how Procore's solutions can address their challenges. Remember that this part of the interview assesses your ability to engage in meaningful conversations and identify the prospect's pain points accurately.
Presenting Your Territory Plan (30 minutes): This only happens in our international markets. Here, the interviewer will be evaluating your ability to generate new business. While account executive roles are focused on deal closing, demonstrating your ability to hunt for deals will give you an edge in showing your ability to deliver against targets.
This part of the interview requires you to present a plan for how you would run your everyday business and achieve your sales targets. The presentation involves outlining how you would structure your day, identify potential clients and forecast sales opportunities.
Although this presentation doesn't require a detailed 30, 60, 90-day plan, a helpful tip is to present a high-level strategic overview of your approach. Highlight your lead generation strategies and explain how you would leverage your sales background to pursue new business. Focus on demonstrating impact and emphasize the importance of proactive prospecting and your ability to align your efforts with Procore's wider sales objectives.
Use the STAR method to mentally organize your thoughts. This will provoke a well-thought-out and chronological action of events. Easy to describe, easy to follow.
General Discussion and Sales Methodology (30 minutes): The final part of the interview is an opportunity for general discussion and further exploration into your sales methodology and leadership skills. You can expect questions that allow you to put a spotlight on times you’ve shown a flair for leadership and taking initiative. Use this time to showcase that you have what it takes to lead a team and demonstrate your ability to proactively seize opportunities.
This phase also allows you to ask questions and seek feedback. Pro tip: show your enthusiasm for the job by asking questions that allow you to learn more about Procore and how you can contribute to the organization's success.
While you don't need to be an expert on Procore's intricacies, a high-level grasp of the product and being prepared with some questions that show you’ve done some research will help you stand out here. Just like with any interview, it’s important to prepare ahead of time and have some questions ready.
Step 4: Core Stage – what to expect
Regardless of where you are in the world and what stage this interview happens, the structure and format of the core stage interview are the same.
The core stage interview consists of three interviews, each 30 minutes long. These interviews are broken down into three and conducted over a virtual call:
Values: The purpose of the values interview is to assess if your past performance and behavior align and reflect with our values of openness, optimism, and ownership.
Leadership or Teamwork: Here, you’ll be evaluated on the basis of patterns that point to past achievements and exemplify the three virtues of humility, ambition, and emotional intelligence.
Technical: This interview will go into the most granular detail on your sales methodologies. Your interviewer might ask questions such as, “Walk me through a deal from scratch to finish; how do you prepare for a discovery call?” and “How have you shown the ability to adapt your approach and address setbacks in the course of a sales cycle?”
As with all interviews, each interviewer will typically save the last five minutes to allow you to ask questions, so come prepared with some thoughtful questions that will allow you to show your enthusiasm for the role and enable you to leave a more positive impression.
Some final tips for your account executive interview:
- If you're interviewing remotely, locate a good interview spot: Choose a quiet place and ensure that you have a good internet connection so there are no distractions during your interview.
- Research the company: Take some time to familiarize yourself with Procore’s products, competitors, target customer base, and market position.
- Research the interview team: It is important to also familiarize yourself with the interview team. Take the time to explore their LinkedIn profiles and learn more about their professional backgrounds. Going into the interview prepared saves you from having to ask basic questions about their roles or what territories they cover and provides good insights into how your role potentially intersects with theirs to help you make a strong impression during the interview.
- Practice the STAR response method: STAR stands for situation, task, action, and result. Use this framework to respond to competency-focused questions like “tell me about your best/worst sales experience.” This will provoke a well-thought-out and chronological sequence of events. Easy to describe and easy to follow.
- Brush up on your hard skills: Practice delivering elevator pitches and leaving voicemails. Review the best practices in lead qualification and objection-handling techniques ahead of your call.
- Reflect on why you would be an asset to the organization: Think about how your skills and passions align with the organization’s goals and mission. Familiarize yourself with our three core values. These values influence how we work together to fulfill our mission of connecting everyone in construction on a global platform.
Prepare for your interview with our Procore Interview Prep Sheet. This free download will help you identify your strengths and accomplishments so that you can come to your interview feeling organized and prepared.
Stacey Sims
Recruiter
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