← LastPass
LastPass role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Password and access management software that helps people and businesses secure logins and control access to apps from the browser.
Who you'd be calling
IT managers, security leads, and business owners at small and mid-size companies, plus office and operations managers
Your opener
“Hi [Name], this is [You] from LastPass. I know I'm calling out of the blue. We help businesses keep employee logins safe without making them harder to use. Do you have a quick minute to tell me how your team handles passwords today?”
Problems you solve for them
- Employees reuse weak passwords or save them in unsafe places
- IT has no view of which apps and AI tools employees use
- Login problems and password resets waste time
Discovery questions to ask
- How do employees store and share passwords today?
- Do you know which apps and AI tools your team signs up for?
- What happens when someone leaves the company or forgets a password?
Objections they'll throw at you
“I'm busy.”
→ Understood, I'll keep this short. One question: how does your team share passwords today? Can we set a quick call that suits you better?
“We're not interested.”
→ No worries. Is that because you've got a password process that works, or security isn't a focus right now?
“We already use a password manager (or the browser).”
→ Good, you take it seriously. Does IT have visibility into who uses it and which apps people sign up for? Could it be worth a quick look?
“Send me an email.”
→ Sure. How many employees do you have, so I can send the right info? Can I follow up in a couple of days?
Competitors worth knowing
1Password, Bitwarden, Dashlane, Keeper
Interview tips for this company
- Be ready for the question 'Didn't LastPass have a security breach?' Practice an honest, calm answer based on public information, and don't dodge it.
- Everyone has a password story. Use a simple, relatable example to open conversations with non-technical buyers.
Written from public information about LastPass to help you practice. Ask an insider what their role play looked like; it's the best prep there is.