Describe the complexity honestly: how many stakeholders, what objections arose, and what specific strategy tipped the deal in your favour.
Look for: deal complexity (multiple stakeholders, long sales cycle, competitive situation), specific strategies used (champion building, executive sponsorship, ROI analysis), how they navigated obstacles, and the outcome. Strong candidates mention what they learned, not just the win.
Scale and complexity matter relative to your company. A 6-figure enterprise deal requires different skills than a high-volume SMB sale. Match the answer to the role you are hiring for.