Informa Account Executive interview questions & guide 2026

The following questions are synthesized from recent candidate experiences. While specific technical tasks may vary by department, these reflect the core competencies Informa seeks in its sales professionals.

Behavioral and Cultural Fit

These questions assess your alignment with Informa’s collaborative yet independent working style and your ability to handle feedback.

• Tell me about a time you had to manage a difficult client relationship.
• How do you handle rejection or a lost deal?

Preparation for an Account Executive role at Informa should focus on demonstrating both your "sales DNA" and your ability to grasp the nuance of their specific business units.

Commercial Acumen – You must demonstrate a clear understanding of the ROI for the client. Interviewers will look for your ability to articulate how Informa’s data or events provide a competitive advantage to the customer.

Resilience and Drive – The process often tests your persistence. Showcase your ability to maintain high activity levels and your proactive nature in seeking new business opportunities.

Communication and Presentation – Because you will often be required to deliver presentations or role-play scenarios, your ability to speak clearly, listen actively, and build rapport is critical. Practice your "elevator pitch" for why you are the right fit for Informa.

The interview journey at Informa is generally structured to test your sales capabilities in real-time. Candidates typically start with an initial recruiter screen followed by a discussion with a hiring manager to gauge cultural fit and interest. If successful, you will move into more rigorous stages, which may include presentations, business planning exercises, or role-play scenarios designed to mirror the daily challenges of an Account Executive.

The process is designed to be thorough. While it can be lengthy, it is also an opportunity for you to meet multiple members of the team, which provides a comprehensive view of the company culture. Expect a mix of conversational interviews and practical assessments.

This timeline illustrates the progression from initial screening to final-stage practical assessments. Candidates should view each step as an opportunity to build a "case" for their hiring, ensuring they treat even the early phone screens with the same professionalism as the final interviews. Note that the duration can vary depending on the specific business unit’s current hiring needs.

Sales Execution and Role Play

This is the most critical evaluation area. You will likely be asked to pitch a product or handle an objection in real-time.

Be ready to go over:

• Pitching fundamentals – Clearly stating the value proposition.
• Objection handling – Turning a "no" or a "too expensive" into a conversation about value.
• Closing techniques – Knowing when and how to ask for the next step.

Example scenarios:

• "Pitch one of our upcoming events to me as if I am a potential sponsor."
• "Handle an objection where I tell you our budget has been cut."

Business Planning and Strategic Thinking

Informa values candidates who think like business owners. You may be asked to present a plan for your first 90 days.

Be ready to go over:

• Market analysis – Identifying key target industries or accounts.
• Goal setting – Defining clear KPIs for your territory or vertical.
• Resource management – How you leverage internal teams to support your sales efforts.

As an Account Executive, you are the face of Informa to your client base. You will manage the entire sales lifecycle, which involves identifying new business opportunities through cold outreach and networking, while simultaneously nurturing existing relationships to ensure high renewal rates.

You will collaborate closely with marketing and product teams to stay updated on the latest event schedules or intelligence reports. Your deliverables include meeting or exceeding monthly and quarterly revenue targets, maintaining accurate records in the CRM, and providing insightful feedback from the market back to the internal product teams to help shape future offerings.

A strong candidate for this role possesses a blend of tenacity, intelligence, and professional polish.

• Must-have skills: Proven experience in B2B sales, strong verbal and written communication, proficiency in CRM software (like Salesforce), and the ability to work independently.
• Nice-to-have skills: Experience with consultative selling, industry-specific knowledge relevant to Informa’s portfolio, and a track record of exceeding sales quotas.

Q: How difficult is the interview process? A: Candidates generally describe the process as "average" in difficulty, but it can be highly competitive. Success depends on your preparation for the practical role-play elements.

Q: Is the salary transparent? A: Informa often emphasizes performance-based compensation. Be prepared to discuss your salary expectations, but also focus heavily on how you will contribute to the commission structure.

Q: What is the company culture like? A: It is described as professional, fast-paced, and results-oriented. While the team is collaborative, you are expected to be a self-starter who can manage their own pipeline independently.

Q: How long does the process take? A: It can range from two weeks to over a month. The timeline often depends on the integration of business units or specific departmental needs, so maintain regular, professional contact with your recruiter.

• Prepare for the Role Play: Treat role-plays as real sales calls. Research the "product" (an event or report) thoroughly before the interview.
• Be Ready to Discuss Your "Why": Interviewers frequently ask what drives your sales performance. Have a clear, authentic answer.
• Ask Insightful Questions: Ask about the team’s biggest challenges or how they support new hires. It demonstrates you are already thinking about how to contribute.
• Follow Up: Send professional thank-you notes after each stage. It is a simple way to reinforce your communication skills.

Securing an Account Executive position at Informa requires a balance of high-energy salesmanship and thoughtful strategic planning. By mastering the art of the pitch, preparing a robust business plan, and demonstrating a clear understanding of Informa’s value in the marketplace, you will position yourself as a top-tier candidate.

Your preparation is the most significant factor in your success. Focus on the core evaluation areas outlined here, practice your responses to behavioral and sales-specific questions, and approach every interaction with the professionalism of a seasoned Account Executive. You have the potential to make a significant impact at Informa—now, take the next step and start your preparation.

The salary module provides insight into compensation expectations. Use this to benchmark your requirements against industry standards for similar roles in your specific location, keeping in mind that Informa packages often include a competitive base combined with a variable commission component.