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Dear Quota Team,

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I’ve been interviewing for an AE role at a fast-growing SaaS startup. The process was going smoothly until the VP of Sales said they “like to test candidates in the wild” and asked if I’d come in for a day to make real outbound calls using their CRM.

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It’s not a paid trial, just a “chance to show how I sell.” They even mentioned I could use their leads and “maybe book a few demos.” I want to prove myself, but it feels like they’re trying to get free labor out of me before offering the job. Is this normal, or a red flag?

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Skeptical in Location Withheld 

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Dear Skeptical,

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Trust your gut. This isn’t a “test,” it’s unpaid work. A real evaluation might involve a mock pitch, role-play, or case study, not calling actual prospects for free. If they value you, they’ll want to see how you think, not how many demos you can book before lunch. Tell them: “I’m happy to do a role-play or presentation, but I’m not comfortable reaching out to real clients before joining.” If they insist, walk. Good luck!

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