← Menlo Security
Menlo Security role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
A secure browser platform that stops web attacks, controls access, and protects data inside the browser.
Who you'd be calling
CISOs, security architects, and network or IT security directors at large enterprises, financial firms and government agencies
Your opener
“Hi [Name], this is [You] from Menlo Security. I know I'm catching you cold. We help security teams protect people inside the web browser, where most attacks start now. Is browser security something your team is looking at this year?”
Problems you solve for them
- Most attacks and data leaks now happen in the web browser
- Phishing and zero-day web threats slip past traditional filters
- Employees use SaaS and AI tools in ways security can't see or control
Discovery questions to ask
- How do you protect employees from web threats and phishing links today?
- How much visibility do you have into what people paste into web apps or AI tools?
- Are you looking at secure browser options or sticking with your current web gateway?
Objections they'll throw at you
“I'm busy right now.”
→ Understood, I'll be brief. I just want to know if browser-based threats are on your radar. Can we find 15 minutes next week?
“We're not interested.”
→ Fair enough. Out of curiosity, who owns web and browser protection on your team? I want to make sure I'm not wasting anyone's time.
“We already use a web proxy or a tool like Zscaler.”
→ Many of our customers do too. We add protection inside the browser itself, where proxies can miss things. Would it help to see where the two overlap?
“Send me an email.”
→ Sure thing. What would be most useful: a short overview or a summary for your role? And is this the right email?
Competitors worth knowing
Zscaler, Island, Palo Alto Networks
Interview tips for this company
- Be able to explain in plain words why the browser is now the 'new workplace' and a main attack path.
- Know they sell to both enterprises and public sector, so practice adjusting your tone for a government buyer.
Written from public information about Menlo Security to help you practice. Ask an insider what their role play looked like; it's the best prep there is.