← Okta
Okta role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Okta sells software that controls who can log in to which apps and systems, safely and in one place.
Who you'd be calling
IT directors, CISOs, security and identity managers at mid-size to large companies with many employees and apps.
Your opener
“Hi [Name], this is [You] from Okta. I know I'm calling out of the blue, got 30 seconds to tell you why I called and let you decide if it's worth continuing?”
Problems you solve for them
- Employees juggle too many passwords, and password resets swamp the help desk
- Stolen logins are a leading way attackers get in
- Onboarding and offboarding people across dozens of apps is slow and easy to get wrong
Discovery questions to ask
- How do your employees log in to their work apps today?
- What happens to someone's access when they leave or change roles?
- How much time does your team spend on password resets and access requests?
Objections they'll throw at you
“I'm busy right now.”
→ Totally fair, I'll be quick. I'm only asking whether login security is on your radar this year. Can I grab 10 minutes later this week instead?
“We're not interested.”
→ No problem, most people I call aren't until they hear why I'm calling. Can I ask how you handle access when someone leaves the company?
“We already use Microsoft for that.”
→ Many teams do, and it's a solid starting point. How well does it cover the non-Microsoft apps your people use, and would a quick comparison be useful?
“Just send me an email.”
→ Happy to. So I send you something useful and not generic, what's the biggest login or access headache your team deals with right now?
Competitors worth knowing
Microsoft Entra ID, Ping Identity
Interview tips for this company
- Learn the difference between 'identity' (who you are) and 'access' (what you can open) and explain it in one plain sentence.
- Know that Okta also owns Auth0, which is aimed at developers building login into their own apps, so be ready to say how the two differ.
Written from public information about Okta to help you practice. Ask an insider what their role play looked like; it's the best prep there is.