Hiring a mid-market AE? Every candidate we send has passed this.
AE assessment: the mid-market case study. An 18-minute voice conversation for a mid-market AE. It tests how deep their discovery goes, not whether they know the words.
A sales expert assesses every candidate. Our AI does the listening, so nothing gets missed.
What it tests.
Mid-market AEs live and die on discovery. This assessment puts a candidate into a real deal and tests whether they can find the pain, qualify it, and build value around it, or whether they jump to a pitch. We score the behaviours and the craft: discovery, qualification, objection handling, negotiation and the way they manage a deal forward.
Knowing the words is not enough. We watch for the candidate who names a framework and then actually applies it in context, against the one who name-drops and stalls.
Who it is for.
For mid-market AE roles with deal sizes around £30k to £80k ACV, sales cycles of 60 to 120 days, and four to eight person sales teams at Series A to Series C.
You get a fit report against your role and a clear read on where this AE would need coaching. The candidate gets a developmental profile on how they sell.
What we look for.
Four behaviours, each read with a direct quote behind it.
Do they layer questions to find the real, implicated pain?
Do they adjust the deal approach when challenged?
Can they hold a room and articulate value, not features?
Do they work a stalled deal instead of hoping it closes?
Common questions.
Does it test real discovery, or just talking points?
Real discovery. The candidate works a live scenario where the pain is not handed to them. We score whether they ask layered questions and reach implicated pain, with a direct quote behind the read, so you can see the depth of their questioning for yourself.
How long does it take?
About 18 minutes for the candidate. A sales expert reads it and writes the fit report, so there is no marking on your side. It arrives with the shortlist.
Can we align it to our own deal motion?
Yes. Tell us on the brief which skills matter most for your AE role, from negotiation to multi-threading, and the fit report reads each candidate against them.
What does the hiring team get back?
A fit report against your role, a behaviour-and-craft read with evidence, and a set of interview probes pointing to exactly where to dig in your own conversation.
Bring us the role.
Thirty minutes with a sales person. We scope the role, run this assessment on real candidates, and send you a shortlist with the evidence.