← KnowBe4
KnowBe4 role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Training that teaches employees to spot phishing, plus email security tools that help cut human-error breaches.
Who you'd be calling
CISOs, IT security managers, compliance and GRC leads at mid-market and enterprise companies.
Your opener
“Hi Sam, this is Alex from KnowBe4. I know I'm calling out of the blue. Do you have 30 seconds to tell me if phishing is on your radar this year?”
Problems you solve for them
- Employees click phishing links and cause breaches
- Auditors and insurers want proof of security training
- Security teams can't tell which people are the riskiest
Discovery questions to ask
- How do you train employees on phishing today?
- Have you run a phishing test lately, and what happened?
- Who asks you to prove training is done, like auditors or insurers?
Objections they'll throw at you
“I'm busy right now.”
→ Totally fair, I'll be quick. Can I ask one question, and if it's not useful I'll let you go?
“We're not interested.”
→ Understood. Most people tell me that before they hear what it's about. Is that because training is already covered, or it's just not a priority right now?
“We already use something for training.”
→ Good, so you already care about this. How do you feel about the results, like click rates going down? I'd just like to show you one thing that may add to it.
“Just send me an email.”
→ Happy to. So I send you something useful, what's your biggest worry: phishing clicks or compliance reporting?
Competitors worth knowing
Proofpoint, Mimecast
Interview tips for this company
- Learn the basics: phishing simulations (fake phishing emails sent to staff) plus short training videos.
- Know that most breaches involve a human mistake, and use that as the 'why now' in your call.
- Practice a calm, curious tone; security buyers get lots of scary-sounding calls.
Written from public information about KnowBe4 to help you practice. Ask an insider what their role play looked like; it's the best prep there is.