← Atlassian
Atlassian role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Makes Jira, Confluence and other tools that help software and business teams plan, track and collaborate on their work.
Who you'd be calling
IT Managers, Engineering Managers, Heads of Product, Project and Program Managers at software companies and larger enterprises.
Your opener
“Hi Dana, this is Taylor from Atlassian. I know you're busy, so I'll be quick. We make tools like Jira and Confluence that help teams stay organized and work together. Can I ask how your teams track projects today?”
Problems you solve for them
- Work scattered across email, spreadsheets and chat
- Teams can't see who's doing what or what's blocked
- Documents and knowledge get lost or outdated
- Hard to keep many teams working together at scale
Discovery questions to ask
- What tools do your teams use to plan and track their work?
- How do you share knowledge and documents across teams?
- What happens when a project gets blocked: how quickly do you find out?
Objections they'll throw at you
“I'm busy right now.”
→ I get it, I'll keep it short. Is there a better time later this week for a 10-minute call?
“We're not interested.”
→ That's okay. Before I go, can I ask if your teams already feel well organized, or is that something you're still working on?
“We already use something for this.”
→ That makes sense. Many teams use a mix of tools. Where do things fall through the cracks between them?
“Send me an email.”
→ Happy to. So I send the right info, which team are you hoping to help get more organized?
Competitors worth knowing
Asana, monday.com, ClickUp, Notion
Interview tips for this company
- Know the main products: Jira (tracking work), Confluence (documents and wikis), Trello (simple boards). Be ready to explain each in one sentence.
- Atlassian sells to both small teams and large enterprises, so practice adjusting your pitch for each.
- Mention how you've worked on a team or used a tool like these. Real examples sound better than memorized facts.
Written from public information about Atlassian to help you practice. Ask an insider what their role play looked like; it's the best prep there is.