← Middesk
Middesk role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Data and APIs that let lenders and fintechs check that a business is real and who owns it.
Who you'd be calling
Heads of Risk, Compliance, Operations, and Product at banks, fintechs, lenders, and insurers that onboard business customers.
Your opener
“Hi [Name], this is [You] from Middesk. We help lenders and fintechs verify that a business is real in minutes instead of days. Do you onboard business customers today?”
Problems you solve for them
- Verifying a business manually (Secretary of State records, documents) is slow
- Slow onboarding makes good business customers walk away
- Fake or shell businesses create fraud and compliance risk
- Hard to keep monitoring business risk after onboarding
Discovery questions to ask
- How do you check a business is legitimate when it applies?
- How long does business onboarding take, and where does it get stuck?
- How much of that checking is done by hand?
Objections they'll throw at you
“I'm busy right now.”
→ Sure, I'll be quick. I'm calling about speeding up business onboarding. Could we find 10 minutes later this week?
“We're not interested.”
→ Fair enough. Can I ask if your team is happy with how fast new business customers get approved?
“We already use something for business checks.”
→ That's useful to know. Teams often tell us gaps show up in data coverage or speed. How well does your current source handle small or new businesses?
“Just send me an email.”
→ Happy to. So it's relevant, is your priority speed, fraud, or compliance? I'll send a short note and then check in with you.
Competitors worth knowing
Dun & Bradstreet, Trulioo, Persona
Interview tips for this company
- Learn KYB (know your business) and how it differs from KYC (know your customer). It is the core of what they sell.
- Know the basics of an API: a way for one software system to ask another for data. Explain it simply.
Written from public information about Middesk to help you practice. Ask an insider what their role play looked like; it's the best prep there is.