← Formance
Formance role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Open-source ledger and payments infrastructure that helps fintechs and banks track and move money without building it themselves.
Who you'd be calling
CTOs, VPs of Engineering, heads of payments and product leaders at fintechs, banks and digital platforms.
Your opener
“Hi Dana, this is Alex from Formance. We build the ledger and payments layer that fintech teams would otherwise have to build themselves. Do you have a minute for me to ask how your team tracks and reconciles money today?”
Problems you solve for them
- Building a ledger in-house is slow, risky and hard to get right
- Reconciling money across systems takes a lot of manual work
- Payment flows across many providers are hard to manage in one place
Discovery questions to ask
- How do you track balances and money movement across your systems today?
- How much time does your team spend on reconciliation?
- Did you build your ledger in-house, and how is it holding up as you grow?
Objections they'll throw at you
“I'm busy right now.”
→ Understood, I'll be brief. Can we find 15 minutes next week, or would a short note on what we do be more helpful first?
“Not interested.”
→ No problem. Is ledgering and reconciliation already running smoothly for you, or just not a priority this quarter?
“We built our own ledger / already use something.”
→ Many strong teams do. What does it cost you in engineering time to maintain it, and would a quick look at an open-source option be worth it?
“Just send me an email.”
→ Sure thing. So I send the right thing, are you more focused on the ledger, reconciliation or payment routing, and can we check in next week?
Competitors worth knowing
Modern Treasury, Fragment
Interview tips for this company
- Learn what a ledger, reconciliation and payment orchestration are in simple terms, and use a real-life example like a marketplace paying sellers.
- Formance is open source with a new New York office, so be ready to talk about why open source builds trust with engineers, and why you're interested in a new-market role.
Written from public information about Formance to help you practice. Ask an insider what their role play looked like; it's the best prep there is.