Be ready to go over:

• Icebreaker Presentations – Sharing your name, your favorite outdoor spot, and why you choose to shop at REI in front of the larger group.
• Team Challenges – Collaborative exercises, such as the "helium tent pole" game or designing a "dream tent" from scratch with a small team.
• Improvisational Sales Pitches – Quick, on-the-spot exercises where you must partner up and sell a random item (like a pen, a water bottle, or a tent stake) to another candidate.

Example scenarios:

• "Working in a team of four, review this survival scenario list and agree on the top five items your group would take on a mountain expedition."
• "Pick up an item from the display table and pitch its benefits to your partner based on a fictional outdoor trip they are planning."

Value-Based Customer Service & Membership Sales

In both individual and group interviews, managers will test your ability to align your sales style with the co-op’s unique values.

Be ready to go over:

• The Consultative Loop – Asking clarifying questions about a customer's experience level, destination, and comfort preferences before recommending gear.
• Membership Advocacy – Articulating the co-op membership benefits naturally during a transaction, focusing on the lifelong community aspect and the annual dividend.
• Handling Customer Objections – Navigating polite refusals of membership or credit card pitches without making the customer feel uncomfortable.

Example scenarios:

• "A customer comes in looking for hiking boots for their first-ever trip to the Grand Canyon. Walk me through how you would guide them to the right choice."
• "How would you respond to a customer who says they don't shop at REI enough to justify the one-time membership fee?"

As an Account Executive at REI, your day-to-day activities revolve around creating an inviting, educational, and highly functional retail environment. You are responsible for ensuring that every visitor to the store feels welcomed and supported in their outdoor journey.

Your primary duty is to actively engage with customers on the sales floor. This involves approaching guests warmly, answering technical questions about gear, and helping them find the perfect fit in footwear, apparel, or equipment. You will routinely cross-train across multiple departments, allowing you to seamlessly support the store wherever customer traffic is highest.

In addition to gear consultation, you will actively drive the store's business metrics. This includes explaining the benefits of the REI co-op membership, signing up new members at the cash register, and sharing information about the REI Co-op Mastercard. You will also collaborate closely with store leads and visual merchandisers to keep shelves stocked, displays organized, and the sales floor clean and safe.

While REI is highly focused on cultural fit and potential, successful candidates must meet several key operational and interpersonal requirements.

• Must-have skills & traits:

  • Strong, proactive verbal communication and active listening skills.
  • A warm, approachable demeanor with an innate desire to help others.
  • Ability to stand, walk, and engage with customers for the duration of an entire shift.
  • Open availability, particularly during weekends, evenings, and major holiday sales events.
  • A genuine personal interest in outdoor recreation or environmental conservation.

• Nice-to-have skills & traits:

  • Prior experience in retail sales, customer service, or hospitality.
  • Specialized knowledge in specific outdoor disciplines such as cycling, snow sports, climbing, or backcountry camping.
  • Experience working in a membership-based or cooperative business model.

Q: How difficult is the interview process for the Account Executive role? A: Most candidates rate the difficulty as easy to average. The challenge does not come from highly technical questions, but rather from the competitive nature of the applications and the need to stand out positively during group activities.

Q: Do I need to be an expert on all outdoor gear to get hired? A: Absolutely not. REI values your attitude, communication skills, and passion for the outdoors far more than existing product knowledge. The co-op provides extensive, paid product training once you are hired.

Q: What should I wear to my in-person or video interview? A: The dress code for REI interviews is generally business casual with an outdoor-friendly twist. Wearing clean, presentable clothing that reflects a neat, active lifestyle (such as a nice flannel, button-down shirt, or casual sweater with clean pants) is highly appropriate. Avoid formal suits, but do not dress overly casually.

Q: How long does it take to hear back after completing the HireVue video screening? A: Response times can vary. Some candidates receive an invitation for a second round within 48 hours, while others may wait up to two weeks, especially during peak seasonal hiring surges.

To maximize your chances of securing an offer, keep these practical, insider tips in mind:

• Show Initiative in Group Settings: During group interviews, do not wait for others to speak first. Taking the initiative to start a task or volunteer to present shows the leadership and confidence REI looks for in its Account Executives.
• Mention the Co-op Structure: Show that you have done your research by mentioning why you appreciate the cooperative business model. Discussing how REI invests back into local outdoor communities and environmental conservation is a major plus.
• Be Inclusive: If you participate in a group interview, make an effort to invite quieter candidates into the conversation. REI managers look closely for inclusive behavior and team-first mentalities.
• Practice Your Elevator Pitch: Make sure you can clearly and enthusiastically describe your favorite outdoor memory or activity in under 60 seconds. Keep it lively and engaging.

The Account Executive role at REI is an exceptional opportunity for anyone who wants to align their professional life with their passion for the outdoors. By focusing your preparation on authentic storytelling, collaborative team play, and a customer-first sales mindset, you can navigate the interview process with confidence.

Remember to treat the digital screening with the same professionalism as a face-to-face meeting, and approach the group activities as a fun, collaborative experience rather than a strict competition. Focused preparation on your core behavioral stories and a solid understanding of the REI co-op values will set you apart from other applicants.

To explore deeper interview insights, practice questions, and peer reviews from successful candidates who have gone through this exact process, visit Dataford.

The compensation details shown above reflect the standard hourly wage structure for this position. When evaluating your offer, keep in mind that REI also provides competitive employee discounts, gear rental privileges, and robust benefits packages even for part-time employees, making the overall compensation highly attractive for outdoor enthusiasts.