← Endor Labs
Endor Labs role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Security software that finds and prioritizes risks in the code and open-source software that developers use to build applications.
Who you'd be calling
CISOs, heads of application security, security engineers and engineering leaders at mid-size and large software-driven companies.
Your opener
“Hi Sam, this is Alex from Endor Labs. We help security teams cut through the noise of vulnerability alerts in open-source code. Do you have a quick minute to see if that's a problem for your team?”
Problems you solve for them
- Developers pulling in open-source code with hidden vulnerabilities
- Security alerts so numerous that teams can't tell which ones matter
- AI-generated code adding risk faster than security teams can review it
Discovery questions to ask
- How does your team find out if the open-source code your developers use is risky?
- How many security alerts do you get, and how do you decide which ones to fix?
- Are your developers using AI coding tools, and how do you check what they produce?
Objections they'll throw at you
“I'm busy right now.”
→ Totally understand. Could I get 30 seconds to explain why I called, and if it's not relevant I'll let you go?
“We're not interested.”
→ That's fair. Is your team already happy with how it handles open-source risk, or is it just not a focus right now?
“We already use Snyk or something similar.”
→ Good, so you're taking this seriously. How much of the alert volume turns out to be real, fixable risk? That's usually where teams feel the pain.
“Just send me an email.”
→ Happy to. So it's useful, what do you care about more right now: fewer false alarms or securing AI-written code?
Competitors worth knowing
Snyk, Semgrep, Socket, Sonatype
Interview tips for this company
- Learn what 'software supply chain' means: all the outside code and tools your software depends on.
- Security buyers hate fluff. Be direct, ask good questions and admit what you don't know.
- Understand the idea of 'alert fatigue' (too many warnings to act on), because it's the core pain.
Written from public information about Endor Labs to help you practice. Ask an insider what their role play looked like; it's the best prep there is.