← AvidXchange
AvidXchange role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Software that automates how mid-sized companies receive, approve and pay supplier invoices.
Who you'd be calling
Controllers, AP managers and CFOs at mid-market companies (often 100-1,000 employees) that process lots of invoices.
Your opener
“Hi Sam, this is Alex from AvidXchange. I know I'm calling out of the blue. I work with finance teams who are still chasing invoice approvals by email, and I wanted to see if that sounds familiar. Do you have a minute?”
Problems you solve for them
- Invoices are keyed in by hand, so work is slow and mistakes creep in
- Approvals get stuck in email and paper chains
- Paying suppliers by paper check is slow and costly
- Month-end close drags because nobody can see what is owed
Discovery questions to ask
- How do invoices get from your suppliers to being approved and paid today?
- How many people touch an invoice, and how long does it usually take?
- Do you still cut paper checks, and what does that cost you?
Objections they'll throw at you
“I'm busy right now.”
→ Totally get it, I'll be quick. Can I ask one question about how invoices get approved, and if it's not a fit I'll let you go?
“We're not interested.”
→ Fair enough, I'm not assuming you have a problem. Out of curiosity, is AP running smoothly for you, or is there one part that eats time?
“We already use something for AP.”
→ Good, so you've already seen the value of automating this. Is it handling approvals and supplier payments, or is part of it still done by hand?
“Just send me an email.”
→ Happy to. So I send something useful, what's the biggest headache in your AP process right now? Then could we pick a time next week to go over it?
Competitors worth knowing
BILL, Tipalti
Interview tips for this company
- Learn the basic AP flow: invoice comes in, gets coded, approved, paid, then closed in the books. Be able to say it in one breath.
- Show you know they sell to the mid-market, so talk about small finance teams buried in manual work, not huge corporations.
Written from public information about AvidXchange to help you practice. Ask an insider what their role play looked like; it's the best prep there is.