This video simulates a realistic, unscripted tech sales interview for an entry-level SDR role. Connor, a former top SDR manager at Oracle, interviews Eric, who is presented as a recent engineering graduate with no prior sales experience. The goal is to provide viewers with insights into the types of questions asked in challenging tech sales interviews and how to effectively answer them.
Connor assessed Eric's lead management skills by presenting a hypothetical scenario: "If I was to give you a hundred prospect a list of 100 prospects or leads in in a territory right now...how would you go after it this week...how would you go about tackling that and in and setting meetings with some of these prospects?" He further clarified that these were net new customers in a mid-market space (100 million to 500 million in revenue), involving various personas (software engineers, infrastructure/network engineers, directors/VPs of IT).
Eric's key reasons for choosing Vault included Vault's strong emphasis on its training program (extensive training in products, sales methodologies), the company's proven track record of promoting top performers, and positive feedback from Auburn alumni who had successfully transitioned from SDR roles to account executive positions at Vault.
Eric frequently drew parallels between his athletic background (as a goalkeeper for Team USA in team handball) and the demands of a sales role. He highlighted his experience with repetitive drills, high rejection rates (low save percentages in goalkeeping), and the need for consistent effort and resilience in achieving goals. This helped showcase his grit, determination, and ability to handle pressure and setbacks.
Connor stated that Vault expects its SDRs to make 50 dials and 25 emails/LinkedIn notes daily. These are considered daily KPIs (key performance indicators) and are expected to be met consistently. He also mentioned the additional responsibilities of internal meetings and collaboration with account executives.
