Meta Sales Development Representative (SDR/BDR) Interview Questions

1.Tell me about a time you had to put together a pitch or outreach sequence fast — like, faster than you were comfortable with. What did you ship, and what did you fix after?

2.Walk me through a time you tested something new in your outreach — a subject line, a channel, a sequence structure — and had to decide quickly whether to scale it or drop it. How did you make that call?

3.Describe a time you tried a prospecting or outreach approach that your manager or teammates thought was a bad idea. What made you push forward, and what happened?

4.You've got a full pipeline and a packed calendar. Walk me through how you actually decided what to work on first last week — not in theory, but what you really did.

5.Tell me about a time you gave a teammate or a peer feedback they didn't want to hear. What did you say, and how did they react?

6.Meta sells ad products that reach billions of people — small businesses, political campaigns, nonprofits, everyone. Has that scale ever changed how you thought about what you were selling or who you were selling it to?

7.A small business owner asks you why they should spend $1,000 a month on Meta ads instead of just boosting their own posts for free. How do you respond?

8.Estimate how many active small businesses are currently advertising on Meta in the U.S. Walk me through how you'd get to a number.

9.You're told that reply rates on outreach to mid-size e-commerce brands dropped from 8% to 3% over the past month — but nothing in the sequence changed. Where do you start to figure out why?

10.A retail brand you're prospecting has a $50K annual digital ad budget and they're currently splitting it evenly between Google Search and TikTok. Make the case for why they should reallocate some of that to Meta — and be specific about what you'd recommend.

11.Meta is launching a push to grow ad revenue from healthcare advertisers — think private clinics, telehealth brands, and health insurance companies. What are the two or three biggest challenges an SDR would face sourcing and qualifying leads in that vertical, and how would you address them?

12.Your SDR team has been handed a list of 500 brands to work for Q3, but you're told that only 20% of them have ever spent on Meta ads before. How would you structure your outreach strategy across the full list to hit your meetings-booked quota — walk me through the logic.

13.If a prospect asks you to explain the difference between Facebook and Instagram ads for their business, how do you walk them through it?

14.What does a healthy SDR activity metric dashboard look like to you — what numbers would you track daily, and why those?

15.You're building a cold outreach sequence targeting e-commerce brands that are spending on Google Ads but not yet advertising on Meta. What does your three-step sequence look like, and what's your hook in step one?

16.Your manager gives you a list of 200 SMBs to prospect this month for Meta's ad products. How do you decide which 40 to prioritize first?

17.A prospect you've been warming up for three weeks says, 'We tried Facebook ads two years ago, spent $10K, got nothing, and our CEO said never again.' How do you handle that conversation?

18.You book a discovery call with a mid-size retail brand and they show up with their CFO unannounced. The CFO immediately asks: 'What's the average ROAS we should expect from Meta ads, and how does your attribution model actually work?' Walk me through how you handle that.

19.You've just sent 50 outreach emails for Meta's ad products and got a 2% reply rate. Your manager asks how it's going. What do you say, and what do you do next?

20.A prospect you've been emailing finally replies — but they say they're already in a conversation with your account executive colleague. How do you handle it?

21.You're three weeks into the quarter, already behind on meetings booked, and your manager suggests doubling down on a vertical you've had zero traction with. You think a different vertical would hit faster. What do you do?

22.You've been asked to reach out to small business owners in a category — say, local restaurants — right after a news cycle where Meta had negative press about ad pricing. How do you approach that outreach?

23.You've just sourced what looks like a strong lead — a $5M e-commerce brand spending heavily on TikTok ads. But when you dig in, you realize their product has been flagged in online forums for quality complaints. Do you still pass it to your AE?

24.It's the last week of the quarter. You have three prospects who are all somewhat interested but none are close to booking a call. Your manager needs two meetings on the board by Friday. Walk me through exactly what you do.

25.Tell me about a time you needed someone's help — a teammate, a professor, a manager — but they were busy or skeptical. How did you get them on board?

26.Has there ever been a time when you and someone you were working with — a teammate, a partner, a manager — had totally different reads on how something was going? How did you figure out who was right?

27.You book a meeting with a promising prospect and loop in your AE — but when you debrief, the AE says the lead was weaker than it looked and you oversold it. How do you handle that conversation, and what do you do next time?

28.Imagine you've been asked to run a small outreach campaign targeting a new vertical — say, fitness brands — and marketing gives you a messaging brief you think is off. It doesn't match what you're hearing from prospects. What do you do with that?

29.You're trying to schedule a discovery call between a senior prospect — a VP of Marketing at a mid-size brand — and your AE, but both parties keep moving the meeting. It's been two weeks and the prospect is starting to go cold. What do you do, and who do you escalate to if anything?

30.You find out through a Slack message that a cross-functional team — say, marketing ops — changed a lead routing rule that's been sending your best inbound leads to a different SDR team. Nobody told you. How do you respond?