← Celonis
Celonis role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Celonis uses process mining and AI to show how business processes really run and where they waste time and money.
Who you'd be calling
Chief operating, digital transformation, finance and IT leaders at large enterprises and federal agencies.
Your opener
“Hi Jordan, this is Alex from Celonis. I know I'm calling out of the blue, got a quick minute? We help large organizations see where their processes slow down or break, and I'm curious how your team tracks that today.”
Problems you solve for them
- Leaders can't see where processes like orders or invoices get stuck
- Manual work and delays drive up costs
- Big transformation projects lack data to show what to fix first
Discovery questions to ask
- Which processes, like order-to-cash or procurement, cause the most headaches?
- How do you find where delays or rework happen today?
- Is there a big transformation or efficiency goal this year?
Objections they'll throw at you
“I'm busy.”
→ Totally fair. Could I take 30 seconds to say why I called, then you decide if it's worth more time?
“Not interested.”
→ Understood. Is process efficiency not a focus this year, or is someone else handling it?
“We already have tools for this.”
→ That's helpful to know. Do those tools show you what's actually happening across systems, step by step?
“Just send an email.”
→ Happy to. Which process would you most want to see clearer, so I can make it relevant?
Competitors worth knowing
UiPath, SAP Signavio
Interview tips for this company
- Be able to explain process mining in one simple sentence, like an X-ray of how work flows through a company.
- Enterprise and federal deals are long and involve many people, so practice asking who else would be part of the decision.
Written from public information about Celonis to help you practice. Ask an insider what their role play looked like; it's the best prep there is.