Interview Process for Sales Development Representative (SDR) at Blend

As someone who recently interviewed for the Sales Development Representative (SDR) role at Blend, I’d like to share a comprehensive breakdown of the interview process, the types of questions asked, and tips for preparing. Blend, being a fintech company focused on streamlining the lending process, is looking for SDRs who can effectively generate and qualify leads, drive customer engagement, and align with the company’s values. Below is a detailed overview of the interview stages based on my experience.

Interview Process Overview

The interview process for the Sales Development Representative role at Blend is structured and designed to assess a candidate’s sales skills, problem-solving abilities, and cultural fit. Here’s how the process typically unfolds:

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1. Initial Screening Call (HR/Recruiter)

• Format: 30-minute phone call with the HR recruiter.
• Focus: This is a high-level conversation to gauge your interest in the position, your background, and whether you’re a fit for Blend’s culture.

Typical Questions:

• “Why are you interested in working at Blend?”
• “What do you know about Blend’s products and services?”
• “What interests you about the role of an SDR in a fintech company?”
• “What motivates you to succeed in sales?”
• “Tell me about a time when you overcame a challenge at work.”
• “What are your salary expectations?”

Tip: This first conversation is more about cultural fit and gauging your interest. Make sure to do your homework on Blend’s mission, products, and recent developments in the fintech industry. Be ready to articulate why you’re passionate about the role and the company.

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2. Phone/Video Interview with Hiring Manager

• Format: 45-60 minute video or phone interview with the hiring manager or sales team lead.
• Focus: This interview digs deeper into your sales experience and approach to outbound prospecting, cold calling, and qualifying leads. The hiring manager will also assess your ability to work in a fast-paced, collaborative environment.

Common Questions:

• “Can you describe your experience with outbound sales and cold calling?”
• “How do you handle objections when prospecting new clients?”
• “Give me an example of a time when you successfully met or exceeded sales targets.”
• “How do you research and build a list of potential leads?”
• “What is your process for following up with leads after an initial outreach?”

Tip: In this round, the hiring manager will want to understand how you generate leads, engage prospects, and manage your sales pipeline. Be prepared to discuss specific tools you’ve used (like Salesforce, HubSpot, or other CRMs), how you structure your outreach, and your strategies for handling rejections or objections.

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3. Sales Simulation/Role-Play

• Format: Live role-play or sales simulation, often conducted by the hiring manager or a senior member of the sales team.
• Focus: This is one of the most crucial stages. You’ll likely be asked to demonstrate your cold-calling or email outreach skills by engaging in a role-play where you act as the SDR reaching out to a prospective client. This exercise is designed to see how you handle objections, pitch Blend’s products, and ultimately set up meetings or demos.

Example Scenario:

• “Imagine I’m a potential client, and you’re cold-calling me to introduce Blend’s platform. How would you start the conversation? What would you say to get me interested?”
• “You’ve reached out to a prospect, and they are initially not interested. How would you respond?”
• “Let’s say the client is interested but has some objections about pricing. How would you handle that?”

Tip: Prepare for this role-play by reviewing Blend’s products, understanding their value proposition, and practicing your pitch. The key to success in this round is confidence, active listening, and the ability to adapt your approach based on the customer’s responses.

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4. Behavioral Interview

• Format: 45-minute video interview with the sales team or hiring manager.
• Focus: This round focuses on your soft skills and how you approach various situations in a sales environment. You’ll be asked about how you work with others, handle pressure, and contribute to team goals.

Common Questions:

• “Tell us about a time when you faced rejection in a sales situation. How did you handle it?”
• “Describe a time when you had to collaborate with a team to achieve a sales target.”
• “What do you believe is the most important quality for a successful SDR?”
• “How do you prioritize your tasks when working with multiple leads?”
• “Can you share an example of a time when you successfully turned a cold lead into an opportunity?”

Tip: Blend values collaboration and resilience, so focus on stories that show how you worked well with others, handled objections, and persevered through challenging situations. Be specific about your actions and the results you achieved.

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5. Final Interview (Culture Fit and Leadership)

• Format: 30-45 minute interview with senior leadership or executives.
• Focus: This is the final step, where the team will assess how well you align with Blend’s core values and culture. They’ll also evaluate whether you’re a long-term fit for the role and the company.

Common Questions:

• “How do you stay motivated when things don’t go as planned?”
• “What drives you to succeed in a sales environment?”
• “How do you manage stress and handle tight deadlines?”
• “Why do you think you’d be successful at Blend, and how do you align with our mission?”
• “Where do you see yourself in 2-3 years?”

Tip: Blend places a significant emphasis on cultural fit and aligning with their mission. Be prepared to explain why you’re excited about their products, how you identify with their goals of transparency and customer-centricity, and how you plan to grow within the company.

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6. Offer and Negotiation

• Format: After completing all interviews successfully, you’ll receive a formal offer.
• Focus: The recruiter will walk you through the compensation package, including base salary, bonus structure, benefits (health, retirement, etc.), and other perks. You’ll also have the opportunity to negotiate terms before accepting the offer.

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Key Skills and Qualities Blend Looks for:

• Sales Skills: Strong cold-calling, lead generation, and lead qualification skills.
• Persistence: Ability to handle rejection and keep pushing forward, an essential trait for an SDR.
• Communication Skills: Clear and concise communication, both verbal and written.
• Research Skills: Ability to research and identify high-potential leads, using tools like LinkedIn, Salesforce, or other CRM systems.
• Customer-Centric Mindset: Understanding of how Blend’s platform helps customers and the ability to pitch it effectively.
• Collaboration: Ability to work effectively with sales teams, product teams, and other departments to meet goals.

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Tips for Success:

• Know Blend’s Products: Understand Blend’s products and the value they provide to customers. Familiarize yourself with the fintech industry and how Blend fits into the space.
• Perfect Your Pitch: Practice your sales pitch, focusing on how you can effectively introduce Blend’s solutions and handle common objections.
• Be Prepared for Rejection: Rejection is a part of sales, so be prepared to discuss how you handle it and keep a positive attitude.
• Show Enthusiasm: Blend is a fast-paced, innovative company. Show that you’re excited about the opportunity to work with them and contribute to their growth.