Preparation for Valence requires more than just knowing your pitch; it requires a deep understanding of the client’s business context and the discipline to manage a complex, multi-layered sales cycle. You should focus on demonstrating how you maintain high activity levels while simultaneously providing high-touch, consultative service.

Role-Related Knowledge – This centers on your command of the sales cycle, specifically within a B2B, long-cycle environment. Interviewers look for your ability to articulate how you handle objection, manage stakeholders, and move deals forward when progress seems stagnant.

Strategic Problem-Solving – You will be evaluated on your ability to "unblock" deals. Be prepared to walk through a real-world scenario where a deal was stuck and explain the specific, logical steps you took to move it toward a close.

Cultural Alignment – Valence prides itself on a supportive, high-communication culture. You should demonstrate how you interact with colleagues, how you take feedback, and how you contribute to a transparent, team-oriented sales environment.

The interview process at Valence is structured to be thorough, reflective of the high-stakes nature of the Account Executive role. You can expect a sequence that begins with a recruiter screen, followed by deep-dive interviews with leadership—including the VP of Sales and, in some cases, the founders. The process is designed to assess your technical sales acumen, your ability to perform under pressure, and your long-term fit with the company.

What sets our process apart is the focus on practical application. You will likely be asked to complete an exercise centered on a mock discovery or pitch call. This is not just a test of your charisma; it is an evaluation of your preparation, your active listening skills, and your ability to align your solution with the specific, complex needs of a prospect.

This timeline illustrates the progression from initial screening to final decision-making. Candidates should note that the process is highly collaborative; you will have multiple touchpoints with the team, and you should use these moments to demonstrate your genuine interest in the company’s vision.

Sales Execution and Discovery

We look for candidates who can dig deeper than surface-level pain points. A strong performance involves asking probing questions that reveal the "why" behind a prospect's business challenges.

Be ready to go over:

• Discovery frameworks – Your structured approach to identifying client needs.
• Stakeholder mapping – How you identify and influence decision-makers.
• Objection handling – Moving past "no" by addressing underlying concerns.

Example scenarios:

• "Walk me through how you would handle a prospect who stops responding mid-cycle."
• "How do you tailor a pitch when speaking to a CFO versus a technical lead?"

Resilience and Pipeline Management

Because our cycles are long, you must demonstrate the discipline to maintain activity without immediate gratification.

Be ready to go over:

• Activity tracking – How you prioritize your day.
• Prospecting strategies – Your approach to cold outreach.
• Pipeline hygiene – How you qualify and disqualify leads.

As an Account Executive, your primary responsibility is to own the end-to-end sales process. This involves not only sourcing and qualifying leads but acting as a consultant for your prospects throughout their 12–15 month journey. You will be expected to maintain a clean and accurate pipeline, providing clear forecasting to leadership.

You will work cross-functionally with the product and engineering teams to ensure that the solutions you are pitching are aligned with current and future capabilities. Collaboration is key; you are expected to share insights from the field back to the organization to help refine our product-market fit.

We look for candidates who demonstrate a balance of grit, strategic thinking, and emotional intelligence.

• Must-have skills: Proven track record in long-cycle B2B sales, exceptional discovery skills, and the ability to manage complex stakeholder relationships.
• Nice-to-have skills: Experience in a hybrid SDR/AE role, familiarity with the specific industry vertical Valence serves, and experience presenting to C-suite executives.

Q: How long does the entire interview process take? A: While it varies, candidates typically move through the process over several weeks. We prioritize quality over speed to ensure a mutual fit.

Q: Is the interview process difficult? A: It is rigorous. We expect you to be prepared to demonstrate your skills through mock scenarios rather than just talking about your past experience.

Q: Does Valence value hybrid experience? A: Yes. We appreciate candidates who understand the full funnel, from cold outreach to closing. If you have experience doing both, be sure to highlight that flexibility.

• Own your narrative: Be prepared to explain exactly why you are moving into this role and why Valence is the right place for your next chapter.
• Listen more than you talk: In your mock discovery calls, the most successful candidates are those who listen intently and ask follow-up questions that demonstrate genuine curiosity.
• Follow up: Just as you would with a prospect, demonstrate your professionalism by sending thoughtful follow-up notes to your interviewers.

The Account Executive role at Valence is a unique opportunity to own a high-impact, long-cycle sales process within a team that values transparency and collaboration. By mastering your discovery techniques, preparing for complex scenario-based exercises, and demonstrating your resilience, you will be well-positioned to succeed.

We encourage you to review your own sales metrics and prepare clear, concise stories that highlight your ability to manage long-term relationships. You have the potential to make a significant impact here, and we look forward to seeing your preparation in action. For further insights, continue exploring resources on Dataford to refine your approach.

This data provides a benchmark for the total compensation packages for Account Executive roles in this sector. Use this to ensure your expectations are aligned with market standards for your level of experience and geographic location.