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30-60-90 Day Plan Presentation to Large Panel

Sales & GTM

What it tests

Territory planning, strategic thinking, presentation skills under pressure

Format

  1. 1Candidate prepares a 30-60-90 day plan for their territory/segment
  2. 2Must include: account mapping, pipeline targets, outreach strategy, deal qualification criteria
  3. 3Requires detailed Excel tables (not just slides)
  4. 4Present to a panel of 6-7 people (sales leaders, SEs, marketing, ops)
  5. 5Panel asks questions for 15-20 minutes after

What to look for

  • Specificity (named accounts, realistic TAM, actual pipeline math)
  • How they handle tough questions from a large audience
  • Business acumen (do the numbers work?)
  • Presentation skills under pressure (6-7 people is intimidating)

Adaptation guide

Scale the panel size to your company. Even 3-4 people creates meaningful pressure. Require real data/research, not generic templates.

Full description

Format:

  1. Candidate prepares a 30-60-90 day plan for their territory/segment
  2. Must include: account mapping, pipeline targets, outreach strategy, deal qualification criteria
  3. Databricks requires detailed Excel tables (not just slides)
  4. Present to a panel of 6-7 people (sales leaders, SEs, marketing, ops)
  5. Panel asks questions for 15-20 minutes after

Time: 2-3 hours prep + 45-minute presentation + Q&A

What to look for:

  • Specificity (named accounts, realistic TAM, actual pipeline math)
  • How they handle tough questions from a large audience
  • Business acumen (do the numbers work?)
  • Presentation skills under pressure (6-7 people is intimidating)

Adaptation: Scale the panel size to your company. Even 3-4 people creates meaningful pressure. Require real data/research, not generic templates.