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?"