What matters more
- Product depth — can they hold a 30-minute technical convo
- Curiosity — do they use AI tools voluntarily
- Written communication — email quality still separates AEs
What matters less
Dial anxiety tolerance. Rejection resilience for cold outbound. The agent absorbs most of that.
Interview change
Add a live AI-tool exercise. Give them the tools and a scenario. Watch how they think, not what they know.