← Opal Security
Opal Security role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
A platform that manages who has access to which apps and systems, using AI to keep access safe and right-sized.
Who you'd be calling
CISOs, security leaders, IT directors and identity/IAM managers at mid-market tech and growing companies.
Your opener
“Hi [Name], this is [You] from Opal Security. I know I'm catching you cold. We help security and IT teams control who has access to what, without drowning in access tickets. Do you have a minute to tell me how you handle that today?”
Problems you solve for them
- Employees collect access they no longer need, which creates security risk
- Access requests and reviews eat up IT and security time
- Audits and compliance reviews are painful and done by hand
Discovery questions to ask
- How do people request and get access to your apps and systems today?
- How often do you review who has access to what, and how painful is that?
- What happens to access when someone changes roles or leaves?
Objections they'll throw at you
“I'm busy right now.”
→ No problem at all. When would be a better time this week for a quick 5-minute call?
“We're not interested.”
→ Fair enough. Can I ask how you handle access reviews for audits today? If it's already smooth, I'll leave you alone.
“We already use Okta or something similar.”
→ Great, a lot of our customers do too. Okta handles logins, but how are you managing who should have access and cleaning up old access?
“Just send an email.”
→ Of course. What's the bigger headache for you, access requests or access reviews? I'll tailor it and then we can pick a time to talk.
Competitors worth knowing
SailPoint, ConductorOne, Lumos, Okta
Interview tips for this company
- Understand the difference between authentication (logging in) and access governance (who should have access). Be able to explain it simply.
- Know common buyer triggers like SOC 2 audits, fast hiring and layoffs, since they create urgency for access control.
Written from public information about Opal Security to help you practice. Ask an insider what their role play looked like; it's the best prep there is.