← Bill.com
Bill.com 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 paying bills, getting paid and managing spend for small and mid-sized businesses.
Who you'd be calling
Business owners, Controllers, Bookkeepers and Accounting firm partners at small and mid-sized companies.
Your opener
“Hi [Name], this is [You] from BILL. I know I'm calling out of the blue. We help small businesses pay bills and get paid with less manual work, do you have a quick minute?”
Problems you solve for them
- Typing in bills and chasing approvals by hand
- Late payments from customers
- Paper checks and slow payment processing
- Messy handoffs between the business and its accountant
Discovery questions to ask
- How do you pay bills and approve them today?
- How long does it take to get paid by customers?
- How does your accountant or bookkeeper get your numbers?
Objections they'll throw at you
“I'm busy right now.”
→ No problem, I'll be brief. Can we pick a better time for a ten-minute chat?
“We're not interested.”
→ Got it. Is your bill pay and invoicing already smooth, or is it just not a priority right now?
“We already use QuickBooks.”
→ Great, BILL works alongside accounting software like that. Would it help to cut the manual entry and approvals around it?
“Send me an email.”
→ Happy to. Is paying bills or getting paid the bigger headache, so I send the right info?
Competitors worth knowing
Melio, Tipalti
Interview tips for this company
- Understand the difference between AP (accounts payable, bills you pay) and AR (accounts receivable, money owed to you) and be able to explain both simply.
- Small business owners are busy and wary of salespeople: practice a short, friendly, respectful opener.
Written from public information about Bill.com to help you practice. Ask an insider what their role play looked like; it's the best prep there is.