Pros
People leave companies all of the time for various reasons - both planned and unplanned. Instead of going through a subjective review of my specific experience at this company, I will ask that you ask the following questions throughout the interviewing process - especially when speaking with interviewers in non-management positions. When asking these questions, make sure to keep prodding until you get an answer that makes you feel comfortable moving forward - don’t just ask to show that you’re present in the interview. After all, this is your career you’re planning. On sales: • What percentage of non-Public Sector AE’s hit their quota for the last 2 quarters in this territory? Company-wide? The last year? 15-20%? • What changes have you already made in order to increase this number moving forward? • What’s the average deal size for this product in this region? • What’s the lead source break down for closed won opportunities in this specific role? • If you’re new business - what’s the close rate for outbound sales in which the AE doesn’t already have a relationship at the prospect? Then decide to yourself if that’s sustainable. • How many multi-year deals were closed in the last couple of quarters? Would I be able to sell multiyear deals? Why? • Specifically, what will my territory be? • What is the total addressable market size for your assigned industry/territory? How did you get to this figure? You must get this information before accepting the role, ignore any rubbish about this being flexible and a “work in progress”. • Ask about customer personas - for example, what job titles typically buy the product? Then do a LinkedIn search to see if there are enough companies that have enough stakeholders in that role for an adequate pipeline.
Cons
For product/domain experts: • Can you walk me through what my day-to-day would be like? • What are the criteria you look at when considering promotions or advancements within the company? • Can you share a specific example of someone in this office who has moved up recently because of achievements and not churn? What are all of the metrics you measure this role by? You really should be getting this information before you accept any role, but especially this one.
