← FiscalNote
FiscalNote role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Software that tracks laws and regulations and uses AI to help teams see what's coming and how it affects them.
Who you'd be calling
Heads of government affairs, policy, ESG, legal and advocacy at large companies, trade associations and nonprofits.
Your opener
“Hi [Name], this is [You] from FiscalNote. I know I'm calling out of the blue. Do you have 30 seconds to hear why I called, and then you can tell me if it's worth your time?”
Problems you solve for them
- Hard to keep up with new bills and rules across many states and countries
- Teams waste hours tracking changes by hand and risk missing one
- Leaders can't quickly show how policy changes affect the business
Discovery questions to ask
- How does your team keep track of new bills and regulations today?
- What happens if a rule change slips through before you see it?
- Who needs your policy updates, and how do you get them to those people?
Objections they'll throw at you
“I'm busy right now.”
→ Totally fair, I'll be quick. I'm only asking if tracking policy changes is a headache for your team. Is there a better 10 minutes later this week?
“Not interested.”
→ No problem, I'd rather not waste your time. Out of curiosity, how does your team find out about new regulations today?
“We already use something for this.”
→ Good, that means policy tracking matters to you. What do you like about it, and what do you wish it did better?
“Just send me an email.”
→ Happy to. So it's useful and not generic, what topics or states matter most to you right now?
Competitors worth knowing
Quorum, Bloomberg Government, Plural Policy
Interview tips for this company
- Learn the difference between government affairs, ESG and legal buyers. The job post says SDRs target all of them, so be ready to adjust your pitch.
- Show you can research a prospect fast. Look up a real company's policy risks and mention one in your opener.
Written from public information about FiscalNote to help you practice. Ask an insider what their role play looked like; it's the best prep there is.