← Billtrust
Billtrust role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Software that helps companies send invoices, collect payments and chase overdue B2B bills automatically.
Who you'd be calling
CFOs, Controllers, VPs of Finance, and AR or Credit and Collections managers at mid-market and enterprise companies.
Your opener
“Hi [Name], this is [You] from Billtrust. We help finance teams get paid faster by automating invoicing and collections. Do you have a quick minute to see if that's a problem for you?”
Problems you solve for them
- Customers pay late, which hurts cash flow
- AR teams waste time on manual follow-ups and applying payments
- Paper invoices and checks slow everything down
Discovery questions to ask
- How does your team send invoices and follow up on late payments today?
- How long does it take on average to get paid?
- How much of your AR team's time goes to manual work like matching payments?
Objections they'll throw at you
“I'm busy right now.”
→ No problem, I'll be quick. Could I call you back tomorrow at a time that works better?
“We're not interested.”
→ Got it. Is getting paid on time already under control, or is AR just not a priority right now?
“We already have something for AR.”
→ Good to hear. How much of the work, like collections and cash application, is still manual?
“Just send me an email.”
→ Sure. So it's relevant, is your bigger issue late payments, or the time your team spends chasing them?
Competitors worth knowing
HighRadius, Versapay, Esker
Interview tips for this company
- Learn the terms: AR (accounts receivable), DSO (days sales outstanding) and cash application, each in one plain sentence.
- Remember the profile says the company serves over 2,600 customers, so you can mention its scale, but don't quote other numbers.
Written from public information about Billtrust to help you practice. Ask an insider what their role play looked like; it's the best prep there is.