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Fintech Account Manager Interview
Questions

30 Questions and Answers by
| Marcie is the principal and founder of CopyHawk, a company that offers editing, writing, and career coaching services. She loves to revamp client resumes so they can land the job of their dreams.

Question 1 of 30

Describe a contribution you made to the last team you worked on.

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Fintech Account Manager Interview Questions

  1. 1.

    Describe a contribution you made to the last team you worked on.

      It's important to show the interviewer that you are a team player and someone who works well with others. Talk about a time when you were expected to achieve a goal in a team setting. Discuss how you went above and beyond to help your team and how your team achieved success.

      Marcie's Answer

      "Last month, my manager asked my team to call a list of hundreds of finance firms, clients of ours, during a time period of just a few days. We were trying to reach these specific clients in order to schedule in-person meetings while our sales team was going to be in their area. All of us had to work long hours, starting before 8 am and going on after 5 pm, to make these calls, in addition to managing the responses we received. It wasn't easy and there were several days when I stayed late to help get everything done. It was worth the effort, though, as we managed to scheduled numerous on-sites, many of which later resulted in expanded accounts."

  2. 2.

    What do you know about our company?

      Remember that the interviewer wants to see that you really want this specific job. They don't want to sense that you are desperate and willing to take any job. Make sure to do your research on the company prior to the interview so you know what it does, what kind of products it sells, who some of its larger customers are, and why you will fit in well there.

      Marcie's Answer

      "I researched your company online and am very excited about what I learned. First, I am happy that it's a startup because this type of atmosphere appeals to me. From LinkedIn, I got a sense of your company culture - that it's fun, hard-working, and social - and I know that I will fit in well. I'm also passionate about stocks and investing, which is clearly at the core of your company. I've looked into the types of services you sell; although there is much I still need to learn, they are products that interest me personally and that I know I will feel comfortable selling. I also share some connections with your company; some of my contacts work at companies that already pay for your services. From everything I've learned about your company and this role, I'm confident that I will fit in perfectly."

  3. 3.

    How do you meet your quotas?

      Part of being a successful account manager is being able to sell. By asking this question, the interviewer is looking for some insight into your selling methodologies. They want to know that you can consistently meet or even exceed your targets. Discuss the strategies you've successfully used in the past to meet your quotas and how you will do that in this position too.

      Marcie's Answer

      "For me, the focus is always on client relationships. I reach out to my clients frequently, doing my best to provide them with relevant, useful information and ongoing support. I want to make sure that the lines of communication are always open. When a new feature or product comes along, I can then more easily upsell or cross-sell the value-add because I've already established trusting relationships with my clients. I also make it a point to collaborate closely with others on the sales and account management teams. Together we come up with new sales strategies to try out and share things that have worked. In the past, I have met or exceeded my target every single time."

  4. 4.

    Tell me why this job is right for you at this time in your career.

      Tell the interviewer why you are looking to make a change and why you think you're a great fit for this role. Be thoughtful and draw upon the research you have done on the company. Make sure the interviewer knows how excited you are by their company, the role, and the fintech industry as a whole. Be positive about your current/last employer; negativity doesn't come across well.

      Marcie's Answer

      "I've been passively seeking a new position for quite some time but hadn't jumped on anything until this. When I read your job ad and researched your company, I knew this might be the perfect fit for both me and you. I think I'll fit in really well with your company culture, and I possess the experience and knowledge to be very successful within this role. I'm also extremely interested to move into the fintech realm because I'm passionate about finance and using automation to make finance-related tasks faster and easier for people. While I like my current job and employer, I am ready to move on to something different that will allow me to learn more and expand my sales and management skills."

  5. 5.

    If a long-term client of ours informed you that they wanted to end our business relationship, how would you convince them to stay?

      It's important that a fintech account manager is able to save accounts. If a client expresses unhappiness, as their account manager it will be your job to first understand and then fix the problem in order to keep their business. Explain the steps you would take to smooth things over with the customer.

      Marcie's Answer

      "I know that sometimes this situation occurs when a customer has encountered a problem with the product/service or is simply ready to move on. As an account manager, it's my job to dive into the reason they are unhappy. So first I would reach out to the customer. During this discussion, I will be empathetic, understanding, and an active listener so the client feels heard and understood and so I fully understand what the issue is. After talking to my team and evaluating options, I will approach them with a solution that might entail another product/service the company offers or an adjustment to the service they are already receiving. In the end, my goal is to leave the customer fully satisfied and to restore the relationship."

  6. 6.

    Tell me about your leadership style.

      You might be asked this question if the interviewer is looking for an account manager who will also train and oversee others. Show that you are confident in taking charge and setting a good example. Explain the type of leadership style you tend to use and how this helps you effectively hire, mentor, and supervise others. If you are lacking experience in this area, talk to the interviewer about the personality traits you possess that will make you a good leader.

      Marcie's Answer

      "Within my current position, I have hired and trained several people. I would say that I tend to ascribe to a democratic or participative type of leadership style because I am open to hearing what others have to say when making decisions. I believe that encouraging the people I'm managing to share their ideas and feedback helps me to make better decisions, in addition to helping them feel involved in the process. When someone new joins the team, I am friendly and approachable so they know they can come to me with questions and concerns. I also take the time to explain procedures to them so they understand what is expected of them. I would love to have the opportunity to lead others on your account management team if you hire me."

  7. 7.

    Have you ever made a mistake that made a customer unhappy? What did you do to fix the problem?

      The interviewer wants to know how you recovered from a mistake you made. It's most important that you show the interviewer what you learned from the mistake so you don't repeat it again. Explain that you view mistakes as a chance to learn, not as a failure.

      Marcie's Answer

      "When I first started working for my current company, I called an important client right in the middle of earnings season. I wasn't calling to provide any investment information that might have helped him; I was just touching base. The client wasn't happy that I wasted her time, especially during this extremely hectic period. I apologized and wrapped up the call so she could go on with her day. I never forgot the lesson I learned from that experience. Now I only make contact with clients when I have an express purpose or information of value to provide, and I always pay attention to the timing of the phone call."

  8. 8.

    Pretend I'm one of your clients. How would you upsell or cross-sell this company's products to me?

      The point of this question is for the interviewer to see how you act as an account manager. Use your imagination and pretend they are a client. Make sure that prior to the interview you research the company, its products, and the industry so you have an idea of how you would upsell or cross-sell its products.

      Marcie's Answer

      "Hi, Mary; how are you? How's the family? I know we last talked just a few weeks ago. I wanted to touch base with you because several of your colleagues have reached out and expressed interest in using our service. I'm really excited about that; I know our research product has been very helpful to your analyst team already. As you know, your firm is currently paying for a one-seat subscription. I wanted to talk to you about trialing a four-seat subscription so some of your colleagues can start capitalizing on our research too. I've already set it up and can activate it now if you're interested."

  9. 9.

    If you were the manager, how would you measure the success of the members of your team?

      The interviewer is trying to gauge your ability to lead a team. One important part of overseeing others is being aware of each team member's performance. If someone is struggling, it's your job to help them. Tell the interviewer how you would measure and track the success of your team as the manager.

      Marcie's Answer

      "From having been on teams for many years now, I recognize how vital it is that the manager consistently communicates with and evaluates the performance of their team members. In my case, if I was put in a managerial position, I would strive to keep my team positive, encouraged, and competitive in order to inspire more sales and deeper client relationships. I would hold daily morning team meetings to keep everyone on the same page and motivated. I would also meet individually with all team members on Fridays to discuss weekly successes and challenges and to offer guidance. Finally, I would use several different metrics in order to measure everyone's level of success. If someone wasn't meeting an expected level of performance, I would discuss this with them during a one-on-one meeting so we could determine what wasn't working and create an action plan to fix the issue."

  10. 10.

    You have been given 75 clients. How will you manage them? What will you do first?

      The interviewer wants to know how you will handle a lot of clients while still giving them all the attention they require. Discuss how you will prioritize and organize your clients, as well as how frequently and in what ways you plan to communicate with them. It's important to balance the needs of the clients with the needs of the company.

      Marcie's Answer

      "In the past, I have managed numerous clients at one time, so I know that I am fully capable of doing this successfully. To start, I will put all of my clients into a program, perhaps Excel or the company's internal admin program, that allows me to easily access and organize them. Next, I will research the types of clients I have been given and prioritize them by how lucrative they are to the company. I will consider their size, length of time with our company, and whether it looks like I might be able to upsell or cross-sell them. No matter what level of prioritization I give them, I will give proper attention and great service to all of them; however, I will likely spend more time on, and communicate more frequently with, the ones who have the potential to bring in more revenue."

  11. 11.

    What do you like most about your current role?

      This question is the interviewer's way of uncovering what motivates you and what you like and dislike. They want to see if this aligns with the fintech account manager position. Consider what an account manager does and connect that to your current job in a favorable manner.

      Marcie's Answer

      "Right now I'm working in a retail position. My favorite part of the job is making customers happy. When they come into the store, I approach them in a friendly manner and make conversation in order to determine if they have any challenges or problems that might be fixed by our products. I try to be empathetic, an active listener, and to educate them about our products so that I might be able to solve their issue(s). I make sure they leave on good terms with me so the next time they come into the store I can continue to build our friendship and trust. I am confident that these skills and methods are transferable to the fintech account manager position."

  12. 12.

    What is the largest project you have ever worked on and how did you manage it?

      The interviewer wants to learn more about how you handle yourself when you're involved in a big project. Tell them about the project, what your contribution was, and the end result. Consider discussing what you learned from the experience and how you will carry those lessons into the future with you.

      Marcie's Answer

      "The company I currently work for was just a small startup when I began working there. Now it's larger and continues to grow in size. Initially, we sold to small mom-and-pop companies but over time this evolved into closing very large multi-seat financial companies. A year ago, a large company that we had closed on not that long ago for just a few seats started expressing interest in expanding their account. My boss put me in charge of it. Over the next eight months, I worked multiple angles and developed numerous new contacts within the company. I remained persistent over time and eventually was able to increase the number of seats at the company to over a hundred, resulting in a large boost in revenue for us."

  13. 13.

    What kind of feedback did you receive at your last job?

      An interviewer might ask this question in order to find out what kind of feedback you've received in the past and how you handled it. You will want to show that you were open to receiving your manager's feedback, took it constructively, and used it to better yourself and your work performance.

      Marcie's Answer

      "At my last job, my manager told me that I was spending too much time on certain accounts. I realized that I had become so immersed in those particular relationships (because I saw huge opportunities there) that I wasn't paying enough attention to some of my other accounts. I recognized that she was right and from that point forward I made sure to better allocate my time and energy across all of my accounts."

  14. 14.

    What motivates you?

      The interviewer wants to know what drives you to work hard and be successful. In this case, mentioning that you are motivated by human connection suits this role. Whereas a person strictly in sales might be driven primarily by commissions (money), and this may be one of your internal motivators too, the interviewer will want to hear that you're also motivated by helping customers and solving problems for them.

      Marcie's Answer

      "The reason I'm cut out to be a fintech account manager is because I genuinely enjoy helping and getting to know clients. Many of them honestly become friends of mine; I build trusting and long-term relationships with them. During our talks, I find out what business challenges they are dealing with, and nothing pleasures me more than when I can offer them a solution to their problem(s). I always stay up on new product features so I can educate the clients and potentially solve issues for them."

  15. 15.

    Why should we hire you instead of other candidates?

      This is a chance to really sell yourself and to explain what differentiates you from the other candidates. Be sure to practice your answer to this question several times in advance so it flows and you don't stumble at all. Talk about your strengths. Be specific and exude confidence and excitement.

      Marcie's Answer

      "I think you should hire me over others because I have the right mix of experience and personality. I will be able to jump right in and hit the ground running because I already know how to be a successful account manager in a fintech firm. I even bring my own network of contacts with me, of whom I will work to convert into paying clients. I'm friendly and personable on the phone and in person, so I have no doubt I will be able to easily make in-roads with your existing clients to build up trusting relationships with them, as well as with my new colleagues. I am very excited about your company and would love to be a part of its future success."

  16. 16.

    What sales and account management software do you know how to use?

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  17. 17.

    What are your greatest strengths and weaknesses?

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  18. 18.

    In your opinion, what is our company's biggest challenge?

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  19. 19.

    If you were your own client, how would you describe yourself as an account manager?

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  20. 20.

    If you were the manager, how would you motivate your team?

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  21. 21.

    Explain why you are interested in this specific fintech account manager position.

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  22. 22.

    Tell me about a time when you made a mistake that cost an account.

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  23. 23.

    Would you rather a higher base pay without many commission opportunities or a lower base pay with lots of commission opportunities? Why?

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  24. 24.

    Tell me how you will stay in contact with customers.

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  25. 25.

    Why do you want to leave your current position?

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  26. 26.

    Why do you believe you'll be a good account manager?

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  27. 27.

    Do you know any of our customers?

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  28. 28.

    How long have you sold fintech products?

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  29. 29.

    How well do you know the fintech industry?

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  30. 30.

    What kind of experience do you have in fintech account management and/or sales?

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