An Account Executive at RigUp plays a pivotal role in driving the growth of the energy industry's largest marketplace for skilled labor and service providers. This position is not a traditional sales role; it sits at the intersection of technology, logistics, and relationship management. By connecting energy operators with the specialized workforce they need to execute complex field projects, you directly impact the operational efficiency of major energy enterprises and the livelihoods of thousands of skilled contractors.

The work you do as an Account Executive is critical to RigUp's core business model. You will be responsible for expanding the platform's footprint, managing high-value accounts, and ensuring seamless supply-and-demand dynamics in a highly volatile market. This requires a deep understanding of operational pain points in the field, as well as the ability to communicate the strategic value of RigUp's digital-first platform to traditional stakeholders who may be accustomed to legacy procurement methods.

To succeed in this role, you must be comfortable navigating a fast-paced environment where priorities can shift rapidly. You will collaborate closely with internal operations, product, and support teams to ensure that the clients you onboard receive exceptional service. For a motivated sales professional, this role offers the unique challenge of transforming a multi-billion-dollar legacy industry through modern SaaS and marketplace solutions.

To help you prepare effectively, we have analyzed real interview experiences to identify the core patterns in the questions asked during the hiring process. While individual interviewers may customize their questions based on their specific team's needs, your preparation should focus on these primary themes.

Sales Strategy & Pipeline Management

This category evaluates your ability to prospect, qualify, and close deals within a complex, multi-stakeholder environment. Interviewers want to see how you structure your sales pipeline and manage long sales cycles.

• Walk me through your typical sales process from prospecting to closing.
• How do you handle a situation where a prospect is highly resistant to adopting new technology?

Preparing for an interview at RigUp requires a balanced approach. You must demonstrate both sharp sales instincts and the ability to fit into a fast-paced, collaborative marketplace environment. Focus on refining your narrative around how you manage pipelines and build trust with diverse stakeholders.

To stand out, align your preparation with the core evaluation criteria that the hiring team uses to assess candidates:

Sales Acumen & Grit – You must demonstrate a track record of meeting or exceeding quotas, a proactive approach to prospecting, and the resilience needed to handle rejection in a high-volume sales environment.

Relationship Building & Trust – RigUp serves a traditional industry where relationships are paramount. Interviewers will look for your ability to communicate authentically, listen actively, and establish long-term partnerships with both field operators and corporate executives.

Marketplace & Domain Adaptability – You need to show that you understand how marketplace dynamics function (balancing supply and demand) and that you can quickly master the nuances of the energy and labor sectors.

Cultural Alignment – The team at RigUp is highly driven and collaborative. You should be prepared to show how you contribute positively to team dynamics, handle constructive feedback, and adapt to organizational growth.

The interview process for the Account Executive position at RigUp is designed to evaluate both your practical sales capabilities and your cultural alignment with the team. Candidates can expect a multi-stage process that moves relatively quickly, often wrapping up within a few weeks from the initial contact.

The process typically begins with a unique recruiter outreach or a direct phone screen, followed by a conversation with the hiring manager to assess basic role alignment. From there, candidates usually complete a role-specific assessment or case study to demonstrate their sales methodology. The final stage is a panel loop, which has historically been conducted in-person or via a comprehensive virtual panel, where you will meet with multiple stakeholders across the sales and operations teams.

The timeline above outlines the standard progression from your initial contact to the final offer stage. Candidates should use this visual roadmap to pace their preparation, ensuring they allocate sufficient time to practice their sales pitch and research the energy marketplace before entering the panel rounds. While the process is generally structured, the scheduling pace can vary depending on the urgency of the hiring team's expansion goals.

To excel in the RigUp loop, you must understand the specific competencies being evaluated in each major phase of the interview.

Sales Execution and Pipeline Management

This area focuses on your technical sales skills, your prospecting discipline, and your ability to move deals through a structured pipeline.

Be ready to go over:

• Prospecting Methodologies – How you identify high-potential accounts and initiate contact.
• Objection Handling – Your framework for addressing common objections related to cost, trust, and technology adoption.
• Closing Techniques – How you create urgency and secure commitments from decision-makers.
• Advanced concepts (less common) – Multi-stakeholder alignment in enterprise accounts, contract negotiation, and managing pilot programs to secure long-term contracts.

Example questions or scenarios:

• "Walk me through a deal where you had to navigate multiple decision-makers, such as procurement, operations, and finance."
• "How would you approach a cold outreach campaign targeting mid-sized operators in a new geographic territory?"

Relationship Building and Industry Credibility

This evaluation area assesses your ability to establish trust with traditional clients in the energy sector and bridge the gap between legacy operations and modern technology.

Be ready to go over:

• Active Listening – How you uncover client pain points rather than just pitching features.
• Tailored Communication – Adapting your vocabulary and tone depending on whether you are speaking with a field foreman or a C-suite executive.
• Value Proposition Delivery – Clearly explaining how RigUp's marketplace model solves specific labor and procurement inefficiencies.

Example questions or scenarios:

• "An operator tells you they prefer using their local, trusted labor suppliers rather than a digital platform. How do you respond?"
• "How do you maintain strong relationships with accounts after the initial sale is closed?"

Behavioral Resilience and Culture Fit

This section evaluates your grit, your ability to handle ambiguous situations, and how you align with RigUp's collaborative team culture.

Be ready to go over:

• Handling Rejection – Your mental model for staying motivated after losing a key deal or facing consistent cold-calling rejection.
• Adaptability – How you respond when company goals, software tools, or team structures change.
• Team Collaboration – How you work with operations and customer success to ensure client satisfaction.

Example questions or scenarios:

• "Describe a time when a sudden market shift impacted your sales pipeline. How did you pivot your strategy?"
• "Tell me about a conflict you had with an internal team member regarding a client account and how you resolved it."