← Ombud
Ombud role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
AI software that drafts answers to RFPs, security questionnaires and proposals so sales teams respond faster.
Who you'd be calling
VPs/Directors of Sales Ops, Revenue Operations, Proposal Management, Security/Compliance and Presales at enterprise software and services companies.
Your opener
“Hi [Name], this is [You] from Ombud. I know I'm calling out of the blue, so I'll be quick. We help sales teams answer RFPs and security questionnaires much faster, and I wanted to ask how your team handles those today.”
Problems you solve for them
- Answering long RFPs and security questionnaires eats weeks of staff time
- Experts get pulled away from other work to answer the same questions repeatedly
- Slow responses can lose or delay deals
Discovery questions to ask
- How many RFPs or security questionnaires does your team handle in a typical month?
- Who ends up answering the hard questions, and how much of their time does it take?
- Have you ever lost or delayed a deal because the response took too long?
Objections they'll throw at you
“I'm busy right now.”
→ Understood, I'll keep this short. I just want to know if RFP work is a pain for you. Could we find 10 minutes later this week?
“Not interested.”
→ Fair enough. Just so I understand, is RFP and questionnaire work not a big part of your sales process, or is it already running smoothly?
“We already use something.”
→ Good to hear. How is it doing on the harder, more unusual questions, or do people still have to jump in and answer them by hand?
“Just send me an email.”
→ Sure. So I send something relevant, what slows you down most, the RFPs or the security questionnaires? I'll follow up in a few days.
Competitors worth knowing
Loopio, Responsive, Conga, Qvidian
Interview tips for this company
- Learn what an RFP and a security questionnaire are in one plain sentence each, and why sales teams dread them.
- Ask the interviewer how they'd want you to handle a gatekeeper or a 'we use AI already' reply, as Ombud pitches AI in a crowded market.
Written from public information about Ombud to help you practice. Ask an insider what their role play looked like; it's the best prep there is.