Go-to-Market & Sales Strategy Topics
Market strategy, sales operations, territory design, and market expansion. Covers segmentation, channel strategy, and competitive positioning.
Contribution to Sales Strategy and Process
Your role in developing or improving sales strategies, methodologies, and processes. Examples of proposing approaches that changed how the team operates. Thought leadership on competitive positioning, customer success factors, or sales engineering practice. How you've influenced sales leadership thinking.
Opportunity Identification and Growth Strategy
Methods for finding and prioritizing growth opportunities across accounts, products, and markets and for turning those opportunities into executable plans. Includes identifying upsell and cross sell use cases, new customer segments, adjacent markets, product extensions, geographic expansion, and partnership opportunities. Covers prioritization frameworks based on revenue potential, strategic alignment, ease of execution, and customer readiness, as well as planning execution steps such as building value propositions, internal alignment, and go to market tactics.
Account Management for Large Complex Customers
Demonstrate deep experience managing high-value, complex accounts: multiple stakeholders, long sales cycles, high expectations, strategic importance. Show sophistication in account planning, executive relationships, and managing demanding customers.
Customer Value Proposition and Consultative Selling
Techniques for discovering customer needs, crafting and articulating compelling value propositions, and using consultative selling to demonstrate business outcomes. Covers market segmentation and persona development, needs analysis and questioning frameworks, mapping product features to specific customer outcomes and return on investment, framing messages for target audiences, handling objections by uncovering underlying concerns, and positioning strategic fit and measurable benefits. Emphasizes moving beyond generic pitches to tailored discussions about outcomes, metrics, and implementation considerations.
Pricing Strategy and Negotiation Leverage
Approach to setting pricing and negotiating commercial terms that align incentives between the company and its partners while preserving strategic optionality and margins. Candidates should be able to evaluate revenue share, licensing, subscription, transactional, and equity models, model margin and adoption implications, and identify negotiation levers and fallback positions. The topic assesses ability to structure contract terms and incentives to drive desired partner behavior, explain trade offs between short term growth and long term profitability, and develop a negotiation playbook for recurring deal types.
Airbnb for Business Value Proposition
Deep understanding of the Airbnb for Business offering, its core features, target customer segments, and the specific ways it addresses corporate travel and lodging challenges. Interviewers expect you to describe buyer personas such as travel managers, procurement, and human resources, common value drivers such as cost management, traveler experience, program flexibility, and duty of care, and how Airbnb compares to hotels and travel management companies. Be prepared to discuss positioning, common objections and rebuttals, pricing and packaging considerations, enterprise use cases, and success metrics used to prove value.
Solution Positioning and Value Communication
Assess the ability to translate product capabilities into clear business value and to communicate that value to different stakeholders. Topics include crafting tailored value propositions, building return on investment analyses and business cases, using customer success stories and metrics as proof points, and adapting messaging for technical champions, business buyers, and executives. Candidates should show how they quantify value, structure renewal or expansion conversations around outcomes, and create collateral or executive summaries to influence decisions. Strong answers demonstrate a repeatable process for mapping customer pain to solution outcomes and evidence of driving commercial outcomes through effective communication.
Value Creation and Consultative Selling
Demonstrate how you create strategic value for customers beyond product delivery by acting as a trusted advisor. Explain your approach to discovery and needs assessment, mapping product capabilities to measurable business outcomes, quantifying return on investment, delivering market or benchmark insights, co creating solutions with customers, and aligning executive sponsors. Include examples of consultative workshops, whiteboarding, and operationalizing value to drive renewal and expansion. Interviewers assess commercial acumen, consultative selling skills, business insight, and influence with buyers.
Corporate Travel Market Dynamics
Comprehensive understanding of the corporate travel industry, including decision making processes, travel program structures, travel policy and compliance, procurement considerations, and how company size and industry affect travel strategies. Interviewers will probe trends such as duty of care, managed versus unmanaged travel, the role of travel management companies, cost optimization levers, and implementation risks. Candidates should articulate how these dynamics shape buyer criteria, procurement timelines, segmentation, and the commercial approach for enterprise travel programs.