← Teleport
Teleport 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 secures access to servers, databases, and cloud systems for people, machines, and AI using one identity approach.
Who you'd be calling
Heads of Platform, DevOps, Infrastructure, and Security leaders, plus CISOs and engineering VPs at tech companies.
Your opener
“Hi [Name], this is [You] from Teleport. I know I'm catching you cold. We help engineering and security teams secure access to their infrastructure without relying on passwords and shared keys, and I wanted to ask how you handle that today.”
Problems you solve for them
- Shared passwords, SSH keys, and long-lived credentials create security risk
- Granting and removing access to infrastructure is slow and messy
- Auditors want proof of who accessed what
- Machines and AI agents need access, too, and are hard to track
Discovery questions to ask
- How do your engineers get access to servers and databases today?
- How do you handle things like SSH keys and credentials that never expire?
- When an auditor asks who accessed production last month, how hard is that to answer?
Objections they'll throw at you
“I'm busy right now.”
→ Understood, engineers are always busy. Could I ask one quick question about how you manage infrastructure access, and then you can tell me whether it's worth a follow-up?
“We're not interested.”
→ Fair. Is infrastructure access already locked down the way you want, or is it just not a focus right now?
“We already use something for this.”
→ Good. What are you using today, and does it cover machines and services as well as people?
“Just send me an email.”
→ Sure. Do you want it aimed at the security side or the engineering side, so it's actually useful?
Competitors worth knowing
CyberArk, HashiCorp Boundary, StrongDM
Interview tips for this company
- Buyers are technical, so never bluff. Say 'I'm not sure, I'll bring in an engineer' when needed.
- Learn the basics: SSH, Kubernetes, zero trust, and least privilege.
- Teleport has a popular open-source product, so be ready to mention developers may already know it.
Written from public information about Teleport to help you practice. Ask an insider what their role play looked like; it's the best prep there is.