Sales Development Representative interview questions

Short answer

A Sales Development Representative interview usually covers three areas: behavioral questions about past work (answered with the STAR method), technical questions about cold outreach, prospecting, Salesforce, and your questions for them — which you should always have. The single most likely question is "Tell me about a time you booking qualified meetings for AEs."

The STAR method

Behavioral answers are expected in this structure:

Situation

One line of context

Task

What you were responsible for

Action

What you actually did — about 60% of the answer

Result

A number: %, time saved, revenue, users

Behavioral questions

“Tell me about a time you booking qualified meetings for AEs.”

This is the core of the role, so expect it. Use STAR: one line of context, what you specifically did, and a quantified result.

“Describe a situation where persistence changed the outcome of a project.”

Pick a real moment of friction. Spend most of your answer on the actions you took, not on adjectives about yourself.

“Walk me through a project where you had to building top-of-funnel pipeline.”

Goal → your role → the obstacle → the measurable result. Keep it under two minutes.

“Tell me about a time something went wrong. What did you do?”

Never claim you've made no mistakes. Choose a real one and focus on the recovery and the process change afterwards.

“Why this role, and why now?”

Connect something specific about the company or team to the work you want to be doing more of.

Technical questions

Prepare one concrete example for each of your core skills.

“How do you approach booking qualified meetings for AEs?”
“What's your hands-on experience with cold outreach? Give a specific example.”
“What's your hands-on experience with prospecting? Give a specific example.”
“What's your hands-on experience with Salesforce? Give a specific example.”
“What's your hands-on experience with Outreach? Give a specific example.”
“What's your hands-on experience with lead qualification? Give a specific example.”
“How do you measure success in a Sales Development Representative role?”
“How do you prioritise when several things are urgent at once?”

Questions to ask them

Saying "no, I don't have any questions" costs you. Prepare two or three:

“What does success look like for this Sales Development Representative in the first 90 days?”
“How is the team handling booking qualified meetings for AEs today?”
“What's the biggest challenge facing the team right now?”
“How would you describe the team's working style?”

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