Google Account Executive, Mid-Market Sales Interview Process - Google Customer Solutions

As someone who has gone through the Google Account Executive, Mid-Market Sales interview process at Google Customer Solutions, I can provide you with an in-depth look at the stages, questions, and the overall experience you should expect.

Interview Overview:

The Account Executive role in Google Customer Solutions (GCS) is responsible for driving sales, optimizing client relationships, and fostering business growth for small and medium-sized businesses (SMBs). The process typically consists of several stages, ranging from initial phone screens to final onsite interviews.

Interview Process:

1. Initial Phone Screen (Recruiter Call)

The first stage is a phone interview with a recruiter. The focus here is to assess your basic qualifications and fit for the role. Key topics include:

• Why Google? Expect to discuss why you’re interested in Google specifically and why this role appeals to you.
• Your experience: Be prepared to walk the recruiter through your resume, highlighting your experience in sales, particularly in digital advertising or relevant industries.
• Sales Experience: Questions about your past sales roles, especially how you drove growth for previous clients. The recruiter may ask you to explain a situation where you overcame a sales challenge or secured a major deal.

Example Question:
“Tell me about a time when you had to manage a difficult client. How did you handle it, and what was the outcome?“

2. Second Phone Interview (Hiring Manager)

After passing the recruiter screen, you’ll likely have a technical interview with the hiring manager. This is where they dive deeper into your sales strategy and how you approach business development. Expect to discuss:

• Sales Strategy: How do you approach client acquisition, pipeline management, and long-term relationship building? They may ask you to explain your process for identifying client needs and proposing advertising solutions.
• Google Ads and Product Knowledge: While you don’t need to be an expert, they will expect you to have a basic understanding of digital advertising and Google’s suite of products, including Google Ads, YouTube, Search Ads, and Display Ads.
• Customer-Centric Thinking: The manager will be interested in your ability to understand clients’ pain points and how you’ve previously worked to address these through customized solutions.

Example Question:
“How do you prioritize which accounts to target, and what metrics do you use to measure your success?”

Example Question:
“Describe a time when you had to manage multiple high-priority clients simultaneously. How did you ensure none were neglected?“

3. Assessment or Simulation

At this stage, you may be asked to complete a case study or participate in a sales simulation. Google uses these to assess how well you can think on your feet and handle real-world sales scenarios. This could involve:

• Role-play with the interviewer: You might have to pitch Google Ads to a simulated SMB client. You’ll need to demonstrate not just technical knowledge, but also how to consult, build trust, and solve a client’s business problems.
• Problem-solving on the spot: Expect to be presented with a business problem or challenge, and you’ll have to devise a strategy or plan of action.

Example Task:
“Imagine you are assigned a mid-market client in the retail space who has little experience with online advertising. How would you guide them through a successful advertising campaign with Google Ads?“

4. Onsite Interview (Final Round)

If you make it past the previous stages, you’ll be invited for an onsite interview. This will likely include multiple rounds with different team members, and it will combine behavioral and technical questions. Some key elements include:

• Behavioral Questions: Focus on your sales experience, teamwork, and ability to navigate challenges. They want to assess if you’re a cultural fit and if you can manage complex sales cycles.
• Problem-Solving and Strategy: You may be asked to evaluate a business case and propose a growth strategy.
• Competency and Technical Skills: This will include your knowledge of Google Ads, and possibly deeper technical questions to assess your grasp on Google’s products.

Example Questions:

• “How do you handle objections from a client who is hesitant to invest in Google Ads?”
• “Walk us through a situation where you turned a dissatisfied client into a loyal customer. What steps did you take?”

You may also participate in an “Advertising Strategy Game” where you work with a team of other candipublishDates or interviewers to solve a fictional client’s advertising challenges in real-time.

Key Areas to Prepare For:

• Sales Experience: Be ready to share concrete examples of how you’ve built and maintained customer relationships, handled objections, and helped clients grow.
• Google Product Knowledge: Familiarize yourself with Google Ads products, especially the suite used for mid-market businesses. Knowing how Google’s advertising solutions can solve business problems is crucial.
• Consultative Sales Approach: Google prioritizes a consultative approach to sales. It’s not just about selling a product—it’s about understanding customer needs and aligning them with solutions. Be prepared to showcase this in your answers.

Example Sales Experience to Share: For example, in one of my interviews, I was asked about a time when I had to change my approach to win over a difficult client. I shared an example of working with a client who initially felt skeptical about the return on investment (ROI) for digital advertising. I took the time to educate them about the effectiveness of Google Ads for their particular industry, provided case studies of similar businesses, and ultimately helped them see a measurable improvement in their results after a few months.

Tips for Success:

• Be Data-Driven: Google loves numbers. When discussing past sales successes, quantify your impact wherever possible. For example, instead of saying “I helped a client grow their business,” say “I helped a client increase their online sales by 30% in 6 months through a targeted Google Ads campaign.”
• Know the Google Products: While you don’t need to be an expert, having a solid understanding of Google’s advertising products (like Search Ads, Display Network, and YouTube Ads) will be very beneficial.
• Focus on Problem-Solving: Google values strategic thinking. Be ready to explain how you diagnose problems and come up with actionable solutions, particularly in sales or client management contexts.