← GitLab
GitLab role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
One platform where software teams plan, write, test, secure and ship code, covering the whole DevSecOps lifecycle.
Who you'd be calling
VPs and Directors of Engineering, DevOps and Platform leads, and Heads of Security at mid-size to large enterprises.
Your opener
“Hi [Name], this is [You] from GitLab. I know I'm calling out of the blue. I work with engineering leaders who are tired of juggling a stack of different tools to get code shipped safely. Is that something your team deals with, or have you got that sorted?”
Problems you solve for them
- Too many separate tools for code, testing and deployment
- Security checks that happen late and slow releases
- Slow software delivery and hard-to-track work across teams
Discovery questions to ask
- What tools does your team use today to build, test and deploy software?
- Where does security fit in your release process?
- What slows down getting code from a developer's laptop to production?
Objections they'll throw at you
“I'm busy right now.”
→ No worries, I'll be brief. I just want to know if managing several dev tools is a time sink for you. Can I ask one quick question?
“Not interested.”
→ Fair enough. Can I ask what you're using for your pipelines today, so I know if this is even relevant for you?
“We already use GitHub (or another tool).”
→ Lots of teams do. How are you handling security scanning and deployment alongside it, in the same place or with add-ons? That's where teams tell us it gets complicated.
“Just send me an email.”
→ Happy to. What's the one thing, tool sprawl, security or release speed, you'd most want me to focus on? I'll send a short note and follow up next week.
Competitors worth knowing
GitHub, Bitbucket, Azure DevOps
Interview tips for this company
- Learn the words DevOps, CI/CD and DevSecOps in plain English. GitLab itself says it trains BDRs on this, so show you're willing to learn.
- Mention that you're comfortable with remote, distributed work, since GitLab is fully remote.
- Expect to partner with Account Executives and marketing. Have an example of teamwork ready.
Written from public information about GitLab to help you practice. Ask an insider what their role play looked like; it's the best prep there is.