← Ottimate
Ottimate 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 reads and processes supplier invoices so finance teams can automate accounts payable.
Who you'd be calling
Controllers, AP managers and finance leaders at mid-size companies, especially restaurant groups and multi-location businesses.
Your opener
“Hi, this is Sam. I'm calling finance teams that deal with a lot of supplier invoices, and I know you're busy. Can I take 30 seconds to ask how your team handles invoices today?”
Problems you solve for them
- AP staff spend hours typing in invoices by hand
- Invoices get lost or paid late, hurting supplier relationships
- Finance leaders lack clear visibility into costs across locations
Discovery questions to ask
- How do invoices come in and get entered right now?
- How many people touch an invoice before it's paid?
- How long does month-end close take, and where does AP slow it down?
Objections they'll throw at you
“I'm busy.”
→ No problem, I'll be brief. Is invoice entry something your team does manually, or is it already mostly automated?
“We're not interested.”
→ Understood. Just so I get it right, is AP running smoothly, or just not a priority this quarter?
“We already use an AP tool.”
→ Great, that helps. How much of the invoice data still gets typed or fixed by hand, and does it handle things like line items?
“Send me an email.”
→ Of course. What would be most useful to see, time saved, fewer errors or better cost visibility? Then I'll send it and we can pick a time to talk.
Competitors worth knowing
Bill.com, Stampli, Tipalti, Yooz
Interview tips for this company
- Be able to explain accounts payable simply: the process of receiving, approving and paying bills from suppliers.
- Don't overclaim AI. Describe it as software that reads invoices so people don't have to type them.
Written from public information about Ottimate to help you practice. Ask an insider what their role play looked like; it's the best prep there is.