← Emburse
Emburse 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 manage employee expenses, receipts, corporate cards and business travel in one place.
Who you'd be calling
Controllers, VP/Director of Finance, AP and accounting managers, and travel managers at mid-sized companies.
Your opener
“Hi [Name], this is [You] from Emburse. I know I'm calling out of the blue. I work with finance teams on expense reports and travel spend, and I wanted to see if getting that under control is on your plate. Do you have 30 seconds?”
Problems you solve for them
- Employees waste time on manual expense reports and chasing receipts
- Finance has little visibility into spend until after it happens
- Policy violations and fraud slip through manual review
- Month-end close drags because of messy expense data
Discovery questions to ask
- How do your employees submit and approve expenses today?
- How much time does your team spend chasing receipts or fixing reports at month-end?
- How do you keep track of travel and card spend against policy?
Objections they'll throw at you
“I'm busy right now.”
→ Totally fair, I'll be quick. Would it be better if I called back tomorrow morning or later this week?
“We're not interested.”
→ No problem, I'm not assuming you need it. Out of curiosity, is expense reporting running smoothly, or just not a priority right now?
“We already use something for expenses.”
→ Good, that means you've already seen the need. How well does it handle things like travel, cards and policy checks, or do you still have manual work around it?
“Just send me an email.”
→ Happy to. So I send something useful, what's the biggest expense headache for your team right now?
Competitors worth knowing
SAP Concur, Expensify, Ramp, Brex
Interview tips for this company
- Learn the phrase 'expense intelligence' from their pitch and use it naturally once.
- Know the finance buyer's language: month-end close, policy compliance, visibility into spend, and audit trail.
Written from public information about Emburse to help you practice. Ask an insider what their role play looked like; it's the best prep there is.