← Motus
Motus role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Software that automates mileage reimbursement and car programs for employees who drive for work.
Who you'd be calling
Finance, HR, fleet, or operations leaders (VP Finance, Controller, Fleet Manager) at companies with many employees who drive for work, like field sales, home health, or service teams.
Your opener
“Hi, this is Sam from Motus. I know I'm calling out of the blue, got 30 seconds to tell you why I called? We help companies with lots of employees on the road reimburse mileage fairly and cut the admin work behind it.”
Problems you solve for them
- Mileage logs and expense reports are manual, slow, and full of errors
- Flat-rate reimbursements overpay some drivers and underpay others
- Hard to prove compliance and manage driver safety and insurance risk
Discovery questions to ask
- How do you reimburse employees who use their own car for work today?
- Who spends time checking mileage reports, and how long does that take each month?
- Do drivers ever complain that the reimbursement doesn't cover their real costs?
Objections they'll throw at you
“I'm really busy right now.”
→ Totally get it, I'll be quick. Can I ask one question about how you handle mileage reimbursement, and if it's not a fit I'll let you go?
“We're not interested.”
→ Fair enough, most people I call aren't thinking about this until it's a headache. Can I ask how you handle driver reimbursement today, just so I know if it's even relevant?
“We already use something for this.”
→ Good, that means you've already seen the problem. How well is it working, and does it handle fairness and compliance, or mostly just tracking miles?
“Just send me an email.”
→ Happy to. So I send you something useful and not junk, what's the biggest headache with mileage today: cost, admin time, or driver complaints?
Competitors worth knowing
Cardata, Everlance, Expensify
Interview tips for this company
- Learn the idea of fixed and variable rate (FAVR) reimbursement in simple terms: it pays drivers based on their real local costs. Be ready to explain it in one sentence.
- Practice talking to two buyers: finance cares about cost and audits, HR and fleet care about fairness and driver satisfaction.
Written from public information about Motus to help you practice. Ask an insider what their role play looked like; it's the best prep there is.