Unity Senior Account Executive - Industry Verticals Interview Guide

Role Overview

The Senior Account Executive - Industry Verticals role at Unity is focused on driving sales and business development within specific industry verticals such as automotive, architecture, engineering, construction, and manufacturing. The position requires a blend of strategic sales expertise, deep industry knowledge, and the ability to sell Unity’s real-time 3D solutions to large enterprises. Your goal is to build relationships with decision-makers, manage the sales cycle from prospecting to closing, and help Unity grow its market share within these key verticals.

Interview Process

The interview process for the Senior Account Executive position typically consists of several stages. These stages assess your sales experience, industry knowledge, and ability to handle complex sales cycles. Here’s an outline of the process based on my experience:

1. Initial Screening (HR/Recruiter Call)

The first step in the interview process usually involves a call with a recruiter. This is an opportunity for the recruiter to assess your general fit for the role, as well as to discuss your sales background and interest in Unity. They will often provide details about the job, the expectations for the role, and the company culture.

Sample Questions:

• “Tell me about your experience in B2B sales, especially within the tech or SaaS space.”
• “Why are you interested in Unity, and what attracted you to this position?”
• “Have you sold to industries such as automotive, architecture, or manufacturing? Can you give examples?”
• “What is your experience with managing complex sales cycles, and how do you close large deals?”

At this stage, the recruiter is trying to understand if you have the necessary experience, sales background, and interest in the specific industries Unity is targeting.

2. Sales Strategy & Experience Interview

If the initial screening goes well, the next step will likely involve a deeper interview with the hiring manager or senior leadership within the sales team. This is where they’ll dive into your sales strategy, your track record of meeting or exceeding sales targets, and your experience selling solutions to large enterprises.

This round typically focuses on your approach to sales, particularly in complex, solution-based selling environments, and how you work to establish long-term relationships with clients.

Sample Questions:

• “Walk me through your typical sales process when dealing with enterprise clients in verticals like automotive or architecture. How do you manage long sales cycles?”
• “Can you describe a successful sales strategy you implemented for a major client in a specific industry?”
• “What steps do you take to understand a client’s needs and tailor your pitch to meet their objectives?”
• “How do you handle objections during the sales process, especially when dealing with large, complex deals?”

In this interview, the hiring manager will be looking for examples of past sales wins, your ability to handle complex deals, and your knowledge of Unity’s products and how they apply to various industries.

3. Case Study or Role Play

In many cases, you will be asked to participate in a case study or role-playing exercise. This is designed to simulate a real-world scenario and evaluate your problem-solving, sales strategy, and communication skills. For example, you may be asked to pitch Unity’s platform to a decision-maker at a major company within one of the target verticals.

Example Case Study:
You could be given a scenario where you are trying to sell Unity’s real-time 3D solutions to a large automotive company looking to enhance their design and simulation processes. You would be asked to come up with a tailored sales pitch, addressing specific business needs and concerns, and demonstrating how Unity’s tools can help them achieve their goals.

Sample Questions for Role Play:

• “You’re pitching Unity’s solutions to a CTO in the automotive industry. How would you approach the conversation?”
• “A potential client is hesitant about the ROI of adopting Unity’s tools for their architecture firm. How would you overcome this objection?”
• “How would you tailor your pitch for a manufacturing company looking to use Unity for digital twins and simulation?”

In this round, you’ll need to showcase your ability to quickly understand client needs, present tailored solutions, and handle objections in a persuasive and confident manner.

4. Behavioral Interview

The behavioral interview is typically conducted with senior leaders or cross-functional team members, and it focuses on understanding how you work, how you handle challenges, and how you fit within Unity’s culture. Expect questions that assess your leadership skills, ability to work with teams, and how you’ve handled various sales situations in the past.

Sample Behavioral Questions:

• “Tell us about a time when you had to close a deal that involved working with multiple stakeholders. How did you manage the relationship?”
• “Describe a time when you had to navigate a difficult negotiation. How did you handle it?”
• “How do you prioritize and manage your pipeline when juggling multiple large accounts?”
• “Have you ever faced a situation where a deal fell through at the last minute? How did you handle the situation?”

The goal of this interview is to assess your interpersonal skills, leadership potential, and how well you work in a team-based, fast-paced environment.

5. Final Interview with Leadership or Executives

If you make it to the final stage, you will likely meet with Unity’s senior leadership or executives. This is where they will assess your long-term potential at Unity, your alignment with Unity’s vision and values, and how well you understand their approach to sales and customer success.

Sample Questions:

• “Why do you want to join Unity, and how do you see yourself contributing to our success in the industry verticals?”
• “Unity’s mission is to empower creators. How do you see that mission aligning with your personal values and work ethic?”
• “What excites you the most about the future of Unity and its position in the industries we serve?”

This final stage is a chance for Unity’s leadership to assess your cultural fit, understand your vision for the future, and determine if you are the right person to represent Unity in these key verticals.

Key Skills and Qualities Unity Looks For

1. Sales Expertise: Proven experience in B2B sales, especially in industries like automotive, architecture, or manufacturing. This includes managing large, complex deals, handling long sales cycles, and driving revenue growth.
2. Industry Knowledge: A strong understanding of the industries Unity targets (e.g., automotive, architecture, engineering) and how Unity’s real-time 3D solutions can address the unique challenges in these industries.
3. Relationship Management: The ability to build strong relationships with senior decision-makers, understand client needs, and tailor solutions to meet those needs effectively.
4. Product Knowledge: Familiarity with Unity’s product offerings, particularly in the context of industry-specific applications such as simulations, digital twins, and design tools.
5. Strategic Thinking and Problem Solving: The ability to think strategically, identify market opportunities, and develop long-term sales strategies that align with Unity’s growth objectives in key industries.
6. Communication and Presentation Skills: Strong verbal and written communication skills, as you will be required to present complex solutions to clients and internal stakeholders.