← Tenable
Tenable role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Security software that finds weak spots across a company's systems and shows which ones to fix first.
Who you'd be calling
CISO, Director of Security Operations, Vulnerability Management Lead at mid-size and large enterprises
Your opener
“Hi [Name], this is [You] from Tenable. I know I'm calling out of the blue, do you have a quick minute? We help security teams see where they're exposed and decide what to fix first, and I wanted to ask how your team handles that today.”
Problems you solve for them
- Too many vulnerabilities and no clear way to know which matter most
- Blind spots in cloud, devices and apps that nobody is tracking
- Hard to show leadership and auditors how risk is improving
Discovery questions to ask
- How do you find and track vulnerabilities across your systems today?
- How does your team decide which issues to fix first?
- How do you report security risk to leadership or auditors?
Objections they'll throw at you
“I'm busy right now.”
→ Understood, I'll keep it short. Would a quick 10-minute call next week work, and what day is best?
“We're not interested.”
→ No worries. I'm curious though, is your team already comfortable with how you prioritize vulnerabilities, or is that still a work in progress?
“We already use something for this.”
→ Good to hear. Does it also cover cloud and identity risks, or mostly servers and devices?
“Just send me an email.”
→ Happy to. What would be most helpful to see: how teams prioritize fixes, or how they report risk to leadership?
Competitors worth knowing
Qualys, Rapid7, CrowdStrike
Interview tips for this company
- Know the term 'vulnerability' in plain words: a weakness hackers could use to break in.
- Practice asking security people about their process instead of pitching, since they dislike hype.
Written from public information about Tenable to help you practice. Ask an insider what their role play looked like; it's the best prep there is.