Work Samples
Every example answers a question interviewers ask Deal Desk and Deal Strategy candidates. Each follows the same shape: the question, the situation, what I did, the give/get logic, who I worked with, and the result.
All customer names, account executives, and figures are fictional. They run in a Salesforce Developer Edition org and a Slack workspace I own, built to demonstrate the work. No employer data appears here.
1. Interview question
“Walk me through a complex enterprise deal you structured.”
Commitment reset sized to real usage
An overage dispute became a 24-month commitment with 46% more ACV. Three options, one named get per give.
Deal: Corvane Financial — Commitment Reset (fictional)
Read the sample →2. Interview question
“How do you do price analysis? Show me.”
Price analysis: the 35% that was really 22%
Benchmarked a discount request against the customer's own contract, the segment, and the competitor quote. Held the rate and gave a ramp instead.
Deal: Halvorsen Energy — Expansion (fictional)
Read the sample →3. Interview question
“Tell me about give/get. How do you keep discounts from being free?”
Give/get: no discount without a named get
Every give has a named get, written on the approval. The table I use, and one example where the get was an MSA and a co-term, not money.
Deal: Brightwater Logistics — parent-rate pass-through (fictional)
Read the sample →4. Interview question
“How do you communicate with Sales when the answer is no?”
How a 'no' from the desk should read
No is a fact. How it arrives is a choice. A real draft from the demo workspace, and what it does differently from 'denied, see policy'.
Deal: Corvane Financial + Pinecrest Software (fictional)
Read the sample →5. Interview question
“How do you work with Legal, Finance, and Product?”
Public-sector new logo: one question per function
Eleven redlines, a tax certificate, a co-op purchasing vehicle, and a FedRAMP boundary. Each function got one specific question with a proposed answer.
Deal: Lakeshore County — Platform New Logo (fictional public-sector account)
Read the sample →6. Interview question
“How have you made the deal flow itself more efficient?”
Making the deal flow itself faster
A revenue-leakage reconciliation, a language playbook, rewritten CPQ approval rules, and a daily brief that reads the pipeline before Sales asks.
Read the sample →7. Interview question
“What would you do in your first 30 days?”
The first 30 days
Read the approvals, sit with three AEs, ask each function one question, ship one visible fix, then propose the brief.
Read the sample →