Preparing for an Account Executive interview at Gravie requires a balanced approach. You must demonstrate deep industry expertise while showcasing a highly consultative, relationship-driven sales style.

Health Insurance & Alternative Funding Acumen – You must possess a flawless understanding of level-funded plans, self-insurance mechanics, and ICHRA regulations. Interviewers will evaluate your ability to explain these complex financial structures clearly and simply. To prepare, practice explaining how these plans operate to someone outside the insurance industry.

Broker Channel Development – Your success at Gravie depends heavily on your ability to partner with independent health insurance brokers. You need to show that you understand the broker's business model, incentives, and pain points. Be ready to discuss how you build trust and position Gravie as a tool that helps brokers win and retain clients.

Consultative Selling & Communication – Gravie's products are disruptive, meaning you will often have to educate your buyers before you can sell to them. Interviewers look for candidates who ask deep, diagnostic questions rather than launching into a generic product pitch. Your communication style should be authoritative yet highly collaborative.

Territory Management & Autonomy – Because these regional sales roles are fully remote, you must demonstrate strong self-motivation and a structured approach to pipeline management. Be prepared to explain how you analyze a territory, segment your prospects, and systematically build a pipeline from scratch.

The interview process for the Account Executive position at Gravie is structured to evaluate your industry knowledge, sales mechanics, and cultural alignment. Candidates typically experience a streamlined, virtual process designed to respect their time while ensuring a high standard of evaluation.

The journey begins with an initial application review, followed by a virtual screening call. This initial conversation focuses on your background in employee benefits, your regional broker connections, and your familiarity with level-funded and ICHRA products. If you pass this screen, you will move on to a more intensive virtual interview with the hiring manager and members of the regional sales leadership team.

During the core virtual interview, which typically lasts around 45 minutes, you will face deep-dive questions about your sales methodology, territory planning, and technical knowledge. You should expect a rigorous evaluation of your ability to handle objections regarding alternative funding models.

The timeline above details the typical progression from the initial application to the final offer. Candidates should use this sequence to plan their preparation, ensuring they have fully polished their technical insurance knowledge and territory pitch before entering the live virtual interview stage. While the process moves efficiently, the key to success is treating every virtual interaction with the same level of professionalism and preparation as an in-person client presentation.

To excel in the Gravie interview process, you must understand exactly how you will be evaluated across key operational areas. Your interviewers will look for specific competencies that prove you can hit the ground running in your assigned territory.

Level-Funded & ICHRA Expertise

This area evaluates your technical competence and your ability to position alternative funding models as superior alternatives to traditional fully-insured group plans. You must show that you understand the underlying financial mechanics of how employers fund these programs.

Be ready to go over:

• Stop-Loss Mechanics – How specific and aggregate stop-loss insurance protects employers in a level-funded arrangement.
• ICHRA Administration – How employers define classes of employees, establish contribution limits, and how employees purchase individual coverage.
• Underwriting Basics – The data required for level-funded underwriting (e.g., GRx, health questionnaires) and how to manage employer expectations regarding risk assessments.
• Advanced concepts (less common) – The impact of the Affordable Care Act (ACA) affordability threshold on ICHRA contributions, and how individual market dynamics in specific states affect ICHRA plan design.

Example scenarios:

• "An employer with 75 employees is hesitant to move to a level-funded plan because they fear a high-claim year will bankrupt them. How do you explain the protective role of stop-loss insurance to ease their concerns?"
• "A broker asks you why an employer should choose an ICHRA administered by Gravie over a traditional group health plan in a state with a highly volatile individual insurance market. How do you respond?"

Broker Relationship Strategy

This evaluation area focuses on your ability to build a highly productive, loyal network of independent brokers. You must demonstrate that you are a true partner who helps brokers grow their businesses.

Be ready to go over:

• Broker Education – Your methodology for training brokers on Gravie's products so they can confidently pitch them to their clients.
• Co-Selling Tactics – How you support brokers during joint presentations to employer groups, balancing your role as the product expert with their role as the primary advisor.
• Value Proposition Alignment – How you position Gravie's zero-deductible plans as a tool for brokers to differentiate themselves in a crowded marketplace.
• Advanced concepts (less common) – Navigating relationships with national consulting houses (e.g., Mercer, WTW, Marsh McLennan) versus local boutique agencies.

Example scenarios:

• "You are entering a territory where Gravie has zero brand recognition. Walk me through your first 30 days of outbound outreach to the top ten benefits agencies in the region."
• "A broker loves your presentation but tells you they are worried their clients' employees will find a zero-deductible plan too confusing. How do you handle this objection?"

Virtual Presentation & Communication

Because this is a remote territory sales role, your ability to command attention, build rapport, and communicate complex ideas clearly over virtual platforms is heavily scrutinized.

Be ready to go over:

• Visual Storytelling – How you use slide decks and visual aids to simplify complex benefits data during a virtual meeting.
• Active Listening – Your technique for uncovering hidden objections and identifying stakeholder pain points through a screen.
• Executive Presence – Maintaining high energy, clear articulation, and professional engagement throughout a remote presentation.

Example scenarios:

• "How do you ensure you are keeping a CFO engaged during a 45-minute virtual proposal when they have their camera turned off?"
• "Describe how you structure a virtual presentation to ensure both the HR Director (focused on employee experience) and the CFO (focused on cost) get their specific needs met."