AE assessment: the mid-market case study.
An AI oral assessment, trained by sales experts.
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's 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 scored with a direct quote behind the read.
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. Your fit report and interview guide are generated automatically once it is scored, so there is no manual marking on your side.
Can we align it to our own deal motion?
Yes. With the skills mapper you can weight the skills that matter most for your AE role, from negotiation to multi-threading, and the candidate report scores them against your plan.
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.
Book a call.
30 minutes to scope your role and run this test on real candidates.
Book a callRead the methodology.
The four behaviours every test scores against. Published in full.
Read the methodology