← Kombo
Kombo role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
A unified API that lets software companies connect to 250+ HR, payroll and recruiting systems with one integration.
Who you'd be calling
CTOs, VPs of engineering and product managers at B2B software companies in HR tech, payroll, recruiting and workforce tools.
Your opener
“Hi Riley, this is Alex from Kombo. I know I'm calling cold. We help software companies connect to lots of HR and recruiting systems through one API, so your engineers don't have to build each one. Do your customers ask you for integrations with their HR tools?”
Problems you solve for them
- Customers demand integrations with many different HR systems
- Each integration takes months of engineering and ongoing upkeep
- Missing integrations slow down sales deals
Discovery questions to ask
- Which HR or ATS integrations do your customers ask for most?
- How are you building and maintaining them today?
- Have missing integrations ever cost you a deal?
Objections they'll throw at you
“I'm busy.”
→ No problem, I'll be quick. Can I ask just one thing, how many HR integrations are on your roadmap right now?
“We're not interested.”
→ Totally fair. Is that because integrations aren't a pain right now, or because you'd rather build them yourselves?
“We build our integrations in-house.”
→ That gives you control. How long does each new one take your engineers, and who maintains them after launch?
“Send me an email.”
→ Happy to. Which systems matter most to your customers? I'll mention those and we can book a short call next week to check coverage.
Competitors worth knowing
Merge, Finch
Interview tips for this company
- Explain a unified API simply: build once, connect to many systems, like a universal adapter.
- Know HR tech terms like ATS, HRIS and payroll so you can name them naturally.
- Your buyers are product and engineering leaders, so lead with saved engineering time and faster deals.
Written from public information about Kombo to help you practice. Ask an insider what their role play looked like; it's the best prep there is.