Just finished a full loop for a commercial banking AE role at JPMC. Sharing notes because I couldn't find anything useful when I was prepping.
The process: recruiter screen, then a 30-min video call with the hiring manager, then a full panel day (3 back-to-back 45-min sessions plus a 30-min wrap with the VP). No pitch deck, no case study, purely behavioral and situational.
What they actually grilled me on:
Pipeline management. How do you prioritize a book of 80 accounts? What does your weekly cadence look like? They want specifics, not philosophy. I walked through how I segment by deal size and recency of engagement. They pushed back twice asking for numbers.
Institutional relationships. JPMC commercial banking is relationship banking, not product-led growth. They want to know if you can sit across from a CFO and stay credible. I was asked to walk through my 3 most complex deals and exactly how I managed the relationship through renewal or expansion.
Handling objections from sophisticated buyers. One interviewer literally gave me an objection on the spot and asked me to respond as if it were live. Classic AE-style moment. Treat it like a roleplay, not a gotcha.
Cross-functional coordination. Big bank means lots of internal friction. They asked me twice how I've worked with credit teams, compliance, or ops when a deal hit a wall.
Compensation wasn't discussed until the VP stage, which felt like a flex but is standard for banks. The recruiter had given me a range upfront ($95k-$130k base for a senior commercial AE in Chicago, plus variable that can be 40-60% of base at target, uncapped above that). I've seen similar numbers floating around for NYC roles with a higher base ceiling.
One thing that surprised me: they asked about my knowledge of Treasury services and Cash Management, which I did not expect for an AE interview. Brush up on the product suite if you're coming from pure SaaS sales.
Overall the panel was sharp. These aren't sales-clueless interviewers. The VP asked two questions that I'd put in my top 10 of hardest I've ever been asked in 8 years selling. Bring your best.