applied for an AE role on Robinhood's B2B / institutional side. went through the full loop last month. putting this here because the info out there on their sales interview is basically nonexistent.
first, the context: this wasn't for a retail consumer role. it was for selling to RIAs and financial advisors on their Robinhood Advisor platform. if you're applying for a different sales role there, some of this may vary.
process:
recruiter screen (30 min): standard background questions. quota, deal size, ACV you've worked with. they wanted to see enterprise-level deal experience, not SMB. mentioned specifically that cycles are 3-6 months and they need people who can manage a complex buying committee.
sales skills interview (45 min): they asked me to walk through a recent deal end-to-end, from initial outreach to close. they probed hard: how did you get to the economic buyer, what objections came up at legal, how did you handle a stall at the 11th hour. this is where people with a polished story but no real deal history get caught.
mock pitch (live, 30 min): they gave me a persona (a 15-advisor RIA firm in a mid-size metro, $300M AUM) and had me pitch Robinhood Advisor to them. they played the prospect and pushed back. the objections were realistic: "we already use Schwab Advisor Services, why would we switch?" I had to handle that live.
final panel (60 min): sales director + a rep from the product team. half behavioral questions (STAR format), half go-to-market strategy questions (how would you build out your territory, how do you think about ICP prioritization). the product person was there specifically to see if I understood the product well enough to sell it credibly.
what they seem to weight: live pitch performance mattered a lot more than behavioral. I've done a lot of interviews where the mock is a checkbox; this felt like the center of gravity.
compensation structure: they gave me a general sense. base + variable comp, variable is roughly 50/50 at plan. no specific numbers until later stages.