← Tabs
Tabs 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 automates billing, invoicing and collecting payments (accounts receivable) for finance teams.
Who you'd be calling
CFOs, VPs of Finance, Controllers and heads of AR at mid-market companies with lots of invoices to send and chase.
Your opener
“Hi {name}, this is {you} from Tabs. I know I'm calling out of the blue, got 30 seconds to tell you why I called, and then you can tell me if it's worth continuing?”
Problems you solve for them
- Finance teams waste hours on manual invoicing and chasing late payments
- Slow collections hurt cash flow and make forecasting harder
- Messy billing across spreadsheets and ERPs causes errors and disputes
Discovery questions to ask
- How does your team handle invoicing and billing today, and how much of it is manual?
- When customers pay late, who chases them and how long does it usually take to get paid?
- If you could give your finance team back a few hours a week, where would you want them spending it?
Objections they'll throw at you
“I'm busy right now.”
→ Totally get it, I'll be quick. Is there a better time later this week when I can grab 10 minutes?
“We're not interested.”
→ Fair enough, I did catch you cold. Out of curiosity, is billing just running smoothly today, or is it not a priority right now?
“We already use something for billing.”
→ Good, then you've already got a process. How well does it handle things like custom contracts and chasing late payments?
“Just send me an email.”
→ Happy to. So I send something useful, what's the biggest headache in billing or collections for you right now?
Competitors worth knowing
Chargebee, Zuora, Billtrust, HighRadius
Interview tips for this company
- Practice talking to CFOs: they're short on time, so keep it brief, sound confident, and get to the point fast.
- The job post stresses experiments and tracking, so be ready to share a time you tested something, saw what worked, and changed your approach.
Written from public information about Tabs to help you practice. Ask an insider what their role play looked like; it's the best prep there is.