Technical Go-To-Market · Chapter 5 of 6
The loop for these roles
Five stages, and one of them decides it. Almost nobody prepares for the right one.
| Round | What it tests | Prepare |
|---|---|---|
| Recruiter | Motivation, travel tolerance, comp structure | Why customer-facing, in one honest sentence |
| Hiring manager | Ownership of outcomes; deal or account history | A win and a loss, both with the technical reason |
| Technical screen | Whether you can hold your own with an architect | Depth in one area, breadth across the product's domain |
| The presentation | Discovery then pitch, role-played | Rehearse it aloud. This decides the loop |
| Behavioural | Conflict with a customer, bad news delivered | The escalation story and the POC you killed |
The presentation round, in detail
You are given a scenario and asked to run a customer conversation. It is scored substantially on the first ten minutes — whether you ask before you show. Candidates fail by opening with the product.
- Prepare fifteen discovery questions and practise choosing six.
- Build one POC or demo on the vendor's actual platform beforehand. Nothing establishes technical credibility faster.
- Know the competitive landscape honestly, including where you lose.
- Rehearse to a recording and mark the timestamp where you first mentioned a feature. If it is before minute eight, that is your finding.
- Have the coding or technical exercise prepared — several vendors set one, and strong customer-facing candidates are most often cut there.