What is an Account Executive at Unum?

An Account Executive at Unum serves as a vital link between the company and its network of brokers and clients. At its core, this role is about driving growth and maintaining the market leadership that has made Unum a premier provider of employee benefits, including disability, life, accident, and critical illness insurance. You are not just selling a product; you are providing financial protection and peace of mind to millions of workers.

In this position, you are responsible for the end-to-end sales process, from identifying new business opportunities to managing renewals and expanding existing accounts. Your impact is measured by your ability to navigate complex financial landscapes and build lasting relationships with key stakeholders. You will work within a highly collaborative environment, partnering with underwriting, implementation, and service teams to ensure that the solutions provided are both competitive and sustainable.

The role is both strategic and high-stakes. Whether you are operating in a regional hub or a major metropolitan market, you will be expected to act as a subject matter expert on Unum's diverse portfolio. The complexity of the insurance industry requires a candidate who is as comfortable with data and compliance as they are with high-level relationship management.

Common Interview Questions

Expect a mix of standard sales questions and deep-dive situational queries. The goal of the interviewer is to see if you can think on your feet and maintain a professional demeanor.

General and Introductory

These questions are designed to break the ice and assess your high-level interest in the company.

• Tell me about yourself and your journey into sales.
• Why are you interested in the insurance industry and Unum specifically?
• What do you know about our current product offerings?
• Where do you see your career heading in the next three to five years?

Behavioral and Situational

These test your past performance as an indicator of future success.

• Tell me about a time you failed to meet a goal. What did you learn?
• Describe a situation where you had to manage a client’s expectations when they were unrealistic.
• Give an example of a time you had to adapt to a major change at work.
• Tell me about a win you are particularly proud of.

Sales and Strategy

These focus on your specific "on-the-job" skills and methodology.

• How do you handle a situation where a broker is ghosting you?
• What is your process for preparing for a high-stakes presentation?
• How do you balance the need for new business with the demands of servicing existing accounts?
• Describe your experience working with underwriters or technical teams to close a deal.

Getting Ready for Your Interviews

Your preparation should focus on demonstrating a blend of sales tenacity and the high degree of professionalism required in the insurance sector. Unum seeks candidates who are not only goal-oriented but also deeply aligned with the company’s mission of helping people through difficult times.

Sales Acumen – This is the foundation of the Account Executive role. Interviewers will look for a proven track record of meeting and exceeding quotas. You should be prepared to discuss your sales methodology, how you handle rejection, and your ability to close complex deals involving multiple decision-makers.

Behavioral Competence – Unum relies heavily on behavioral interviewing to predict future performance. You must be able to provide specific examples of how you handled past challenges. Interviewers evaluate your emotional intelligence, your ability to learn from failure, and how you navigate workplace conflict.

Relationship Management – Success at Unum depends on your ability to influence brokers and clients. You will be evaluated on your communication style and your ability to build trust quickly. Be ready to demonstrate how you have managed long-term professional relationships to drive mutual business success.

Resilience and Adaptability – The insurance industry is highly regulated and constantly evolving. You will be assessed on your ability to stay current with industry trends and your willingness to undergo rigorous training, such as the mandatory state licensing requirements that are a prerequisite for the role.

Interview Process Overview

The interview process at Unum for an Account Executive position is designed to be thorough, ensuring that candidates possess both the technical knowledge and the cultural fit required for long-term success. You can expect a multi-stage journey that typically begins with a standard recruiter screen followed by more intensive rounds with hiring managers and potential peers.

The rigor of the process reflects the importance Unum places on its sales force. In some regions, the initial phase includes a mandatory 40-hour online licensing test that must be completed within a strict timeframe. This serves as a significant filter for the candidate pool, testing your commitment and ability to absorb complex regulatory information quickly.

The timeline above outlines the typical progression from the initial application to the final offer. It highlights the shift from basic screening to deep behavioral assessment and final stakeholder reviews, allowing you to pace your preparation accordingly.

Deep Dive into Evaluation Areas

Behavioral Excellence

The behavioral interview is often the most critical component of the Unum experience. Interviewers use this to understand your "soft skills" and how you operate under pressure. They are looking for a narrative that shows growth, accountability, and a focus on results.

Be ready to go over:

• The STAR Method – Use the Situation, Task, Action, and Result framework to keep your answers concise and impactful.
• Conflict Resolution – Discussing how you managed a disagreement with a colleague or a difficult client.
• Learning from Failure – Identifying a specific instance where a deal fell through and what you did differently in the next cycle.

Example questions or scenarios:

• "Tell me about a time you had to deliver bad news to a client."
• "Describe a situation where you had to work with a difficult team member to achieve a goal."
• "Give an example of a time you went above and beyond for a customer."

Sales Strategy and Wins

As an Account Executive, your ability to articulate your sales process is paramount. You need to show that your past successes were the result of a deliberate strategy rather than luck.

Be ready to go over:

• Pipeline Management – How you organize your day and prioritize leads to ensure a steady flow of business.
• Value Proposition – Your ability to explain why Unum is the superior choice in a crowded marketplace.
• Negotiation Tactics – How you handle price objections and maintain margins while still closing the deal.

Example questions or scenarios:

• "Walk me through your most significant sales win and the steps you took to secure it."
• "How do you approach a broker who has a long-standing relationship with a competitor?"
• "What is your strategy for meeting a quota in a down market?"

Industry and Technical Knowledge

While Unum provides extensive training, showing an early grasp of the insurance landscape will set you apart. You should understand the basic mechanics of group benefits and the regulatory environment.

Be ready to go over:

• Product Knowledge – Familiarity with short-term disability (STD), long-term disability (LTD), and voluntary benefits.
• Broker Dynamics – Understanding the role of the broker in the insurance ecosystem.
• Licensing Requirements – Knowledge of the Life and Health insurance licensing process in your specific state.

Key Responsibilities

As an Account Executive, your primary responsibility is to grow Unum's market share within your assigned territory. This involves a high volume of outreach to brokers, who act as the gatekeepers to employer groups. You will spend a significant portion of your time conducting presentations, both virtually and in person, to demonstrate how Unum's products can meet the specific needs of a workforce.

Collaboration is a daily requirement. You will work closely with Underwriting to price products competitively while ensuring profitability. Once a sale is made, you partner with Implementation Teams to ensure a smooth transition for the client. You are the "face" of the company, meaning you must manage the ongoing relationship to ensure high retention rates during the renewal season.

Beyond sales, you are responsible for administrative accuracy. This includes maintaining detailed records in CRM systems, staying compliant with state insurance regulations, and participating in continuous professional development to stay ahead of industry changes.

Role Requirements & Qualifications

A successful candidate for the Account Executive role typically brings a mix of sales experience and a high degree of self-motivation. Unum values diverse backgrounds, but certain core competencies are non-negotiable.

• Must-have skills – Strong verbal and written communication, proficiency in CRM software (like Salesforce), and the ability to obtain state insurance licenses quickly.
• Experience level – Typically 2–5 years of professional sales experience, preferably in a B2B or financial services environment.
• Soft skills – Exceptional time management, resilience in the face of "no," and the ability to present complex information to diverse audiences.
• Nice-to-have skills – Prior experience in the insurance or employee benefits industry is a significant advantage, as is an existing network of broker relationships in the target territory.

Frequently Asked Questions

Q: How difficult is the interview process at Unum? The difficulty is generally rated as average, but it can feel "difficult" due to the heavy emphasis on behavioral questions. If you are not prepared with specific stories from your career, you may struggle.

Q: What is the most important thing to demonstrate during the interview? Resilience and a "growth mindset." Unum wants to know that you can handle the rejection inherent in sales and that you are willing to put in the work to become a subject matter expert.

Q: How long does the hiring process usually take? It varies widely. While some candidates receive an offer within two to three weeks, others have experienced a process that lasts several months, especially for senior or specialized roles.

Q: Is the licensing test really 40 hours? Yes, for many Account Executive roles, completing a comprehensive online licensing course is a mandatory first step. It is a rigorous requirement designed to ensure you are legally qualified to discuss insurance products.

Other General Tips

• Prepare Your Own Questions: In some instances, interviewers may let you lead the conversation. Have at least 10–15 thoughtful questions ready about the territory, the team culture, and the company's strategic goals.
• Master the STAR Method: Do not generalize. When asked a behavioral question, give a specific example with a clear result.
• Research the Broker Model: If you haven't worked in insurance, spend time learning how brokers influence the buying process. This shows you understand the Unum business model.

• Show Your Tech Savvy: Be prepared to discuss how you use data and CRM tools to drive your sales strategy.
• Follow Up: Send a brief, professional thank-you email within 24 hours of each interview stage to reiterate your interest and professional polish.

Summary & Next Steps

The Account Executive role at Unum is a prestigious and rewarding position that offers the chance to make a tangible impact on the lives of employees across the country. By combining a disciplined sales approach with a deep commitment to client service, you can build a highly successful career within one of the most respected names in the insurance industry.

Success in the interview process requires more than just a strong resume; it requires the ability to tell your story in a way that aligns with Unum’s values of integrity and excellence. Focus your preparation on your behavioral examples and your sales methodology, and be ready to demonstrate the resilience needed to navigate the licensing and training phases.

The compensation data above reflects the competitive nature of the Account Executive role. When reviewing these figures, consider the balance of base salary and performance-based incentives, which are a hallmark of the Unum sales culture. Use this information to inform your expectations and your approach to the final stages of the hiring process. Focused preparation is your best tool for securing a position at this industry-leading firm.