Preparing for the Account Executive interview process at Spring Health requires a structured approach that blends rigorous sales preparation with a deep understanding of the mental health landscape. You cannot rely solely on generic sales frameworks; you must tailor your preparation to the specific dynamics of employer benefits.

To stand out, focus your preparation on demonstrating strength across these key evaluation criteria:

Consultative Selling & Value Realization – You must show that you do not just sell features, but rather solve complex business and human problems. Be prepared to explain how you uncover a prospect's unique pain points, such as high employee turnover or rising healthcare claims, and connect them directly to Spring Health's clinical outcomes.

Ecosystem Fluency – You must demonstrate a clear understanding of how employer benefits are bought and sold. This means showing that you know how to navigate the relationships between employers, benefits consultants, brokers, and health plans.

Mission Alignment & High Empathy – Spring Health is a mission-driven company focused on eliminating barriers to mental health care. Your interviewers will look for genuine empathy and a passion for the mental health space, as this authenticity is crucial when discussing sensitive healthcare topics with prospects.

Executive Presence & Presentation Skills – Because you will present to human resources leaders and executives, you must demonstrate strong communication skills, executive presence, and the ability to command a room, whether virtually or in person.

The interview process for the Account Executive position at Spring Health is thorough and designed to evaluate both your sales skills and your alignment with the company's culture. Candidates can expect a multi-stage process that typically spans several weeks, requiring significant preparation at each step.

The journey begins with a detailed recruiter screen, where you will discuss your background, your sales experience, and your interest in the mental health space. This is followed by one-on-one interviews with hiring managers and directors to assess your sales methodology and behavioral alignment. You will then proceed to practical assessments, which include a written prospecting assignment and a formal presentation or mock sales call. The final stages involve peer reviews and conversations with sales leadership to ensure a strong fit with the team.

The visual timeline outlines the typical path from your initial contact to the final decision. Candidates should use this timeline to pace their preparation, ensuring they allocate sufficient time to research the benefits landscape before the presentation stage. While the process is structured, the exact sequence and number of leadership conversations may vary depending on the seniority of the role and the specific team.

To pass the Spring Health interview process, you must perform exceptionally well in three core evaluation areas. Each area tests a different facet of your sales capabilities and industry knowledge.

The Mock Sales Call & Presentation

The mock sales call or presentation is the most critical component of the Account Executive interview process. This stage evaluates your live selling skills, your ability to handle objections, and your executive presence under pressure.

You will be asked to prepare a presentation, such as a mock Quarterly Business Review (QBR) or a formal sales pitch, and present it to a panel of hiring managers and directors playing the role of client stakeholders. You must treat this as a real sales meeting, conducting thorough discovery, presenting a tailored solution, and actively managing the room.

Be ready to go over:

• Discovery and Agenda Setting – How you open the meeting, set expectations, and ask targeted discovery questions to uncover the prospect's pain points.
• Value Proposition Delivery – How you clearly articulate Spring Health's differentiators, such as precision mental health, fast access to care, and dedicated care navigators.
• Objection Handling – Your strategy for addressing tough questions regarding pricing, implementation, carrier integration, and competitor comparisons.
• Advanced concepts (less common) – Demonstrating an understanding of actuarial data, clinical validation studies, and performance guarantees to build credibility with highly analytical buyers.

Example questions or scenarios:

• "We already have an EAP that offers three free therapy sessions. Why should we pay extra for Spring Health?"
• "Our benefits consultant is recommending a different mental health vendor. How do you respond to that recommendation?"
• "Can you walk us through how your platform integrates with our existing health plan carrier to ensure seamless claims processing?"

Outbound Prospecting & Written Communication

As an Account Executive, you are expected to generate a portion of your own pipeline. Spring Health evaluates your prospecting methodology and written communication skills through a practical assignment, typically requiring you to write a cold outreach email pitching the product.

Your writing must be concise, highly personalized, and focused on business outcomes rather than generic product features. Interviewers look for your ability to cut through the noise in an HR leader's inbox.

Be ready to go over:

• Targeting and Personalization – How you research a prospect to find a relevant hook for your outreach.
• Value-First Messaging – Focus on the prospect's potential challenges, such as employee burnout or rising medical costs, rather than just listing Spring Health's features.
• Call to Action (CTA) – Crafting a low-friction, compelling call to action that encourages the prospect to agree to a brief introductory call.

Example questions or scenarios:

• "Write a cold email to a VP of Benefits at a major retail company with 5,000 employees, addressing their likely challenges with a distributed, hourly workforce."
• "How do you follow up with a prospect who opened your email three times but did not reply?"

Healthcare & Benefits Broker Navigation

Selling mental health benefits requires navigating a complex web of channel partners. You must demonstrate that you know how to build relationships with benefits consultants and brokers, as they hold immense influence over which solutions employers adopt.

Your interviewers will evaluate your experience working with major consulting firms and your ability to position Spring Health as the preferred recommendation for their clients.

Be ready to go over:

• Broker Value Proposition – How you make the broker look good in front of their clients by providing robust data and seamless implementation.
• Co-Selling Strategies – How you partner with brokers to run joint presentations and navigate the employer's procurement process together.
• Channel Conflict Resolution – Managing situations where a broker may favor a competitor or prefer a bundled carrier solution.

Example questions or scenarios:

• "How do you build a relationship with a broker who has historically been loyal to a traditional carrier's bundled mental health offering?"
• "Describe a time you successfully co-sold a solution alongside a benefits consultant. How did you coordinate your roles during the sales cycle?"

As an Account Executive at Spring Health, your primary responsibility is to manage the full sales cycle from initial prospecting to closed-won partnership. You will focus on the mid-market or enterprise employer segment, driving revenue growth and expanding the company's market footprint.

Your day-to-day work involves:

• Pipeline Generation – Actively prospecting, qualifying, and building a robust pipeline of target employer accounts within your assigned territory.
• Consultative Selling – Conducting deep discovery to understand the unique healthcare needs and pain points of prospective clients, and tailoring Spring Health's solutions to meet those needs.
• Partner Management – Cultivating strong relationships with key benefits consultants, brokers, and industry influencers to drive warm introductions and co-selling opportunities.
• Cross-Functional Collaboration – Partnering with internal teams, including sales development, marketing, clinical operations, and customer success, to ensure a smooth transition from sales to implementation.
• Executive Presentations – Delivering compelling, data-driven presentations and platform demonstrations to human resources executives, benefits directors, and chief financial officers.
• Contract Negotiation – Navigating complex procurement, legal, and security review processes to close multi-year agreements.