Director, Corporate Sales Interview Experience at Grubhub

I recently interviewed for the position of Director, Corporate Sales at Grubhub, and the process was thorough and strategic. Here’s a detailed breakdown of my experience with the interview, including the stages, questions, and key areas of focus. This should give you a good understanding of what to expect if you’re applying for the same role.

Interview Process Overview

The interview process for the Director of Corporate Sales at Grubhub is designed to assess both your leadership abilities and your ability to drive sales growth in a highly competitive, fast-paced environment. The process was structured, but also gave me the opportunity to showcase my strategic thinking, sales expertise, and team management skills.

1. Initial Screening (Phone Interview with Recruiter)

Duration: 30-45 minutes.
The first stage of the interview was a phone call with a recruiter, during which they asked general questions about my background, motivations for applying to Grubhub, and why I was interested in the Director role. The recruiter also discussed Grubhub’s culture and the expectations for the position.

Example Questions:

• “Why are you interested in the Director of Corporate Sales role at Grubhub?”
• “Tell me about your experience leading sales teams in the B2B sector.”
• “How do you approach building relationships with large corporate clients?”

This was also an opportunity for me to ask questions about the company, the team I would be working with, and the overall goals of the sales department.

2. Sales Leadership Interview (1st Round)

Duration: 45-60 minutes.
This interview focused on my leadership style, experience managing large sales teams, and ability to meet revenue targets. It was also an opportunity to discuss specific challenges I’ve faced in corporate sales, especially in a leadership context.

Example Questions:

• “Can you describe your leadership style when managing a sales team? How do you motivate underperforming team members?”
• “Tell me about a time when you had to manage a significant change in sales strategy. How did you implement this change?”
• “Grubhub values collaboration across departments. How have you worked with other teams, such as marketing or operations, to drive sales growth?”

Additionally, the interviewer asked me to discuss specific metrics and KPIs I use to track the success of corporate sales strategies, such as customer acquisition cost, lifetime value, and churn rates.

3. Case Study/Strategy Presentation (2nd Round)

Duration: 1-2 hours.
The most challenging part of the interview was a case study presentation. I was asked to prepare a presentation on how I would approach scaling Grubhub’s corporate sales efforts in a new market segment. This involved analyzing market trends, identifying potential clients, and creating a strategy to acquire and retain these clients.

Key Areas Covered:

• Market Analysis: I was given a hypothetical market segment (e.g., mid-sized companies or enterprise clients) and asked to analyze the potential for growth.
• Sales Strategy: How I would develop and execute a sales strategy to penetrate this segment, including pricing strategies, outreach methods, and partnerships.
• Team Structure: I had to present how I would organize and manage the sales team to support the new strategy, ensuring alignment with the company’s goals.
• Revenue Forecasting: Part of the case study involved forecasting sales revenue based on the proposed strategy and KPIs.

I was expected to provide clear, actionable recommendations and back them up with data and logic.

4. Behavioral Interview (Final Round)

Duration: 30-45 minutes.
This round focused on cultural fit and my leadership philosophy. At this stage, they were trying to understand how I would integrate into Grubhub’s culture and align with the company’s mission.

Example Questions:

• “Describe a time when you had to handle a difficult client relationship. How did you manage the situation?”
• “How do you prioritize tasks when managing multiple client accounts and internal projects?”
• “What are the most important values for you as a leader? How do you instill those values in your team?”

This interview was more focused on my interpersonal skills, problem-solving abilities, and how I handle conflict resolution and high-pressure situations.

5. Final Discussion with Leadership Team

After the main interviews, I had a conversation with the executive leadership team, which was more of a discussion about Grubhub’s overall goals and how the Director of Corporate Sales role would play into their long-term vision. This stage gave me insight into the company’s broader strategy and provided an opportunity to ask more strategic questions about how sales aligns with Grubhub’s growth objectives.

Key Points of Discussion:

• Strategic Alignment: How my experience and leadership style could help Grubhub expand its corporate client base and drive revenue growth.
• Cross-Departmental Collaboration: Understanding how the sales department collaborates with other teams like product, marketing, and data science to enhance customer acquisition and retention.
• Company Values: Discussing how Grubhub’s culture emphasizes data-driven decision-making, innovation, and customer-centricity.

Key Competencies Grubhub is Looking for

• Sales Strategy: Proven experience in creating and executing high-impact sales strategies, particularly for large B2B clients.
• Leadership: Strong leadership and team management skills, with a track record of mentoring and developing sales teams.
• Collaboration: The ability to work cross-functionally, especially with marketing, product, and operations teams.
• Client Relationship Management: Expertise in managing key client relationships and negotiating high-value contracts.
• Data-Driven Decision Making: Comfort with using data and analytics to drive sales strategy and optimize performance.