← Paystand
Paystand role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
A payment network that helps businesses get paid, pay bills, and send international payments, with no transaction fees.
Who you'd be calling
Controllers, CFOs, VPs of Finance, and AR/AP managers at mid-sized companies, especially those using NetSuite or Sage Intacct.
Your opener
“Hi [Name], this is [You] from Paystand. We help finance teams get paid faster and cut payment processing fees, and we work right inside NetSuite and Sage Intacct. Do you use either of those today?”
Problems you solve for them
- Customers pay late and chasing invoices takes lots of staff time
- Card and payment processing fees cut into margins
- Matching payments to invoices by hand is slow and error-prone
- International payments are slow and costly
Discovery questions to ask
- How do customers pay you now, and how long does it take to collect?
- How much do you spend on card or payment processing fees each year?
- How much time does your team spend matching payments to invoices?
Objections they'll throw at you
“I'm busy right now.”
→ Of course, I'll keep it short. I'm calling about getting paid faster and cutting payment fees. Can we pick a 10-minute slot later this week?
“We're not interested.”
→ No problem. Can I ask if collecting payments and processing fees are things you feel are already well handled?
“We already use something for payments.”
→ That makes sense. Teams often compare us on fees and how well we connect to their accounting system. What do you pay in fees with your current setup?
“Just send me an email.”
→ Sure. To make it relevant, is your focus on faster collections, lower fees, or international payments? I'll send a short note and set a quick check-in.
Competitors worth knowing
Bill.com, Billtrust, Tipalti
Interview tips for this company
- Learn 'accounts receivable' (money owed to you) versus 'accounts payable' (money you owe) and how a payment network differs from a normal card processor.
- Be careful with the 'zero fees' claim: say it as the company's pitch and ask how it works rather than overpromising.
Written from public information about Paystand to help you practice. Ask an insider what their role play looked like; it's the best prep there is.