Went through the Coinbase AE process for their institutional sales team. Different world from what most people write about on here (which is mostly eng), so I'm posting specifics.
The role: This was for enterprise/institutional clients. Hedge funds, family offices, asset managers getting exposure to crypto. Not consumer retail. That context matters a lot for how you prep.
Process: Recruiter screen, hiring manager screen, a 30-60-90 presentation, then a panel of four people back to back. Total of about 4 weeks.
The 30-60-90 was the real interview. They gave me two days notice on a Friday and expected a serious slide deck. Mine covered: how I'd learn the product in the first 30 days (including understanding Coinbase Prime and the institutional offering), the accounts I'd prioritize targeting in 60 days and why, and what I'd use as leading indicators for my own performance by day 90. They pushed hard on the 60-day section. Show your work on why those account types and not others.
What they care about: Complex, multi-stakeholder enterprise deals. If your background is SMB or transactional sales this is a tough fit. The institutional crypto sale is slow, highly technical, compliance-heavy on the buyer side. They asked me to walk through the most complex deal I'd ever closed and probed every step: who were the stakeholders, where did it almost die, what did I do about it.
Crypto knowledge: More important here than on the eng side. The buyers ask technical questions. You need to understand what Coinbase Prime is, what custodial vs non-custodial means, and why an institution might care about prime brokerage services for digital assets. You can come in without being a maximalist but you need to not be faking it.
Comp: My offer was $130k base, $130k OTE (standard 50/50 split), substantial equity. For institutional sales in SF that felt right for 2026 market.