Strategic Account Executive Interview Process at Blend

As a candidate for the Strategic Account Executive role at Blend, I can provide you with an in-depth overview of the interview process, questions, and examples based on my personal experience. This role focuses on sales and business development, specifically in the financial technology space, so the interview will test not only your sales skills but also your understanding of Blend’s products, customer base, and how you can drive value to key accounts.

Interview Process Overview

The process for the Strategic Account Executive position at Blend typically involves multiple stages, including an initial recruiter screen, interviews with sales leadership, and assessments of your strategic sales skills and experience. Below is a breakdown of what to expect:

1. Initial Screening (Recruiter Call)

The first step usually involves a call with a recruiter who will screen your resume, background, and motivations for applying. During this conversation, you’ll likely discuss:

• Your experience in sales: The recruiter will ask about your previous roles, the types of accounts you’ve worked with (especially in B2B SaaS or fintech), and your approach to sales.
• Blend’s Mission and Products: You’ll be expected to understand Blend’s core products, particularly its digital lending platform, and how it helps clients in the financial services industry.
• Motivation and Fit: Expect questions about why you’re interested in Blend and what makes you a good fit for the company’s culture.

Example Question:

• “Can you tell me about a time when you successfully closed a deal with a large enterprise client? What strategies did you use?“

2. Sales Skills Interview (Phone/Video)

After passing the recruiter screen, you’ll likely have a more in-depth interview with one of Blend’s sales managers or senior account executives. The focus here will be on assessing your sales capabilities, strategic thinking, and ability to handle complex sales cycles. You can expect:

• Sales Process & Methodology: Be prepared to discuss your sales methodology (e.g., consultative selling, SPIN selling) and how you approach pipeline management.

Example Question:

• “Walk me through your approach when engaging with a potential client. How do you qualify leads and progress them through the sales pipeline?”

• Scenario-Based Questions: Interviewers will often use hypothetical or real-world scenarios to assess how you would handle specific sales challenges, like overcoming objections or navigating complex decision-making processes.

Example Scenario:

• “Imagine you’re working with a large financial institution, and they are hesitant about adopting a new digital mortgage platform. How would you address their concerns and move the deal forward?”

• Teamwork and Collaboration: In a strategic sales role, you will need to work closely with product teams, customer success, and other departments. Expect questions about cross-functional collaboration.

Example Question:

• “Tell me about a time when you had to collaborate with a product team to close a deal. How did you communicate the value of the product to the customer?“

3. Presentation and Role Play (On-Site or Virtual)

The next step typically involves a presentation or role-play exercise, where you’ll simulate a sales pitch or demonstrate how you’d handle a client meeting. This stage tests your ability to communicate complex ideas clearly and persuasively.

• Sales Presentation: You may be asked to create a sales presentation for a specific Blend product, tailored to a hypothetical client in the financial services industry.

Example Task:

• “Create a 10-minute presentation that showcases the benefits of Blend’s digital mortgage platform to a mid-sized bank looking to enhance their loan processing capabilities.”

• Objection Handling Role-Play: You might be asked to role-play a scenario where the interviewer plays the role of a difficult client. You’ll need to demonstrate how you handle objections and move the sales process forward.

Example Scenario:

• “The client says they’re concerned about the integration complexity of Blend’s platform with their existing systems. How do you respond?“

4. Cultural Fit and Leadership Interview

After the technical and sales assessments, you’ll have a final round interview focused on cultural fit. Here, you’ll meet with Blend’s leadership or senior sales executives who will evaluate how well your values align with the company’s culture and mission.

• Motivation and Alignment with Blend’s Mission: Expect questions about why you want to work at Blend specifically, and how you can contribute to its growth.

Example Question:

• “What excites you about the fintech space, and why do you believe Blend’s products are well-positioned for growth?”

• Leadership and Management Style: Since strategic account executives often work independently or lead initiatives, you may be asked about how you manage your accounts and handle competing priorities.

Example Question:

• “How do you prioritize your accounts when you have multiple deals in progress at the same time?”

---

Types of Questions You Might Encounter

Sales Experience and Approach

• “How do you tailor your sales approach when dealing with enterprise clients versus SMBs?”
• “Can you walk me through your strategy for building a long-term relationship with a client?”

Scenario-Based Questions

• “A large bank has expressed interest in Blend’s platform but is concerned about the cost. How would you position the value of our solution?”
• “Describe a situation where you lost a deal. What did you learn from that experience?”

Behavioral Questions

• “Tell me about a time when you had to overcome significant challenges to close a deal. What steps did you take?”
• “How do you handle situations where a client is unhappy with the product or service they received?”

Role-Play Exercises

• Sales Pitch: “Imagine you are presenting Blend’s platform to a potential client who’s never heard of us. What would you say?”
• Objection Handling: “The client has concerns about data security and compliance. How would you address this in your sales pitch?”

---

Tips for Preparation

• Understand Blend’s Products: Study Blend’s platform and understand how it serves financial institutions, especially in the mortgage space. Be prepared to discuss its value proposition in detail.
• Research the Industry: Gain insights into the fintech landscape, especially trends related to digital transformation in the banking and mortgage sectors. Understanding the challenges financial institutions face will help you position Blend as a solution.
• Prepare for Role-Play and Presentations: Practice delivering concise and compelling presentations. Focus on tailoring your pitch to the client’s needs and pain points.
• Be Ready to Discuss Metrics: Sales roles often focus on numbers, so be ready to discuss your past sales performance, quotas, and achievements. Use specific examples where possible.