Motive Account Executive Interview Questions
& Process

I had some initial chats with the internal recruiter who was super knowledgeable about the company and the role. They got back to me fast, and I really liked how open and quick they were with communication. I didn't end up getting to the hiring manager stage, but talking to the recruiter was a really nice experience.

I applied online and heard back from the recruiter pretty fast. That call seemed to go well, and I was talking to the Hiring Manager within a week. He was nice and explained the plan for the call, but I kind of knew I wasn't getting the job within the first 10 minutes based on how he sounded and looked. He just went through a list of questions instead of having a real chat, though I guess I might have talked too much since I treated it like a conversation. Still, it was one of the better interviews because at least I knew right away I didn't get it, instead of waiting forever like with other companies.

You gotta fake it, until you make it." - Tate. That's what a SMB sales manager said, but we'll get to that. The first call is a typical recruiter call with basic questions about your salary expectations, current job, and why you're looking. Next, you'll talk to a SMB sales manager. This call has a few basic questions, but it's mostly a mock cold call pitching keeptruckin. The third call is with a panel of three SMB managers where you present a slide deck on keeptruckin's products that you made. There are so many problems with this part. The guidance for the presentation is super vague. You'd think it would connect to your previous cold/discovery call, right? But it doesn't. You just have to guess the buyer's stage and pain points. Real sales presentations aren't like this. Before the interview, you have a prep call. When you ask about specifics like service capabilities or pricing, they tell you not to worry, it won't come up. But it does, like minutes into the mock call, and they're confused why you don't know. They ask you to make prompts, but they won't even use them. Also, the managers act like total caricatures of real buyers. After more than a decade in sales, I've never met a customer who acted remotely like these managers trying to be mock buyers. After your mock slide deck, you discuss areas for improvement. Remember those questions I wouldn't know without working at keeptruckin? One manager suggested, "fake it until you make it." Have you ever heard a sales leader say that?! Maybe it's a new sales method, watch out, challenger sales. Or maybe keeptruckin knows their products are weaker than the competition's and they need to "fake it" to get customers. I'm not sure. "Faking it" is why people don't trust salespeople. I respect the founder, Shoaib; he seems really smart. It's surprising how he runs sales interviews.