← A-LIGN
A-LIGN role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Auditor and software for cybersecurity compliance reports and certifications like SOC 2, ISO 27001, HITRUST, FedRAMP and PCI.
Who you'd be calling
Founders, CTOs, heads of security, compliance and GRC managers at SaaS and tech companies.
Your opener
“Hi Jordan, this is Alex from A-LIGN. I know I'm catching you cold. We help tech companies get SOC 2 and ISO 27001 reports so security reviews stop slowing down deals. Is that something on your radar this year?”
Problems you solve for them
- Enterprise customers won't sign deals without a SOC 2 or similar report
- Audit prep takes up a lot of the team's time
- Juggling several frameworks and auditors is messy and slow
Discovery questions to ask
- Have customers ever asked you for a SOC 2 or other security report?
- Which certifications do you have today, and which are you working toward?
- Who owns compliance on your team, and how much time does it take?
Objections they'll throw at you
“I'm busy.”
→ No problem, I'll keep it short. Is there a better time this week to chat for 10 minutes about your audit plans?
“Not interested.”
→ Understood. Is that because you're already certified, or because compliance isn't coming up with customers yet?
“We already have an auditor or use a compliance tool.”
→ Great, that means you're ahead of most. How's the audit process going for you, and is anything slow or painful?
“Send me an email.”
→ Sure thing. Which framework matters most to you, SOC 2, ISO or something else, so I can send the right info? Could we also set a quick follow-up?
Competitors worth knowing
Schellman, Coalfire, Prescient Assurance, Drata, Vanta
Interview tips for this company
- Learn what SOC 2 and ISO 27001 are in plain words: a report that proves you protect customer data.
- Be ready to explain why compliance helps close sales, since that's the pitch your buyers care about.
Written from public information about A-LIGN to help you practice. Ask an insider what their role play looked like; it's the best prep there is.