← Workday
Workday role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Cloud software that helps companies manage their people (HR, payroll) and their money (finance) in one system.
Who you'd be calling
CHROs, HR directors, CFOs, controllers and finance leaders at mid-sized and large companies.
Your opener
“Hi Sam, it's Jamie calling from Workday. I know this is unexpected, so I'll be brief: I work with HR and finance leaders who are rethinking how they manage people and money data. Do you have 30 seconds for me to say why I called?”
Problems you solve for them
- HR and finance data sits in separate systems, so reports are slow and don't match.
- Payroll, hiring and planning rely on manual spreadsheets.
- Old on-premise systems are costly and hard to update.
Discovery questions to ask
- What systems do you use today for HR and for finance?
- How long does it take to pull a report that covers both people and costs?
- Is there a plan to review or replace your current systems soon?
Objections they'll throw at you
“I'm busy.”
→ No problem, I'll be brief. Could we book 15 minutes next week when you have more time? Does Tuesday or Thursday suit you better?
“Not interested.”
→ I understand. Out of curiosity, is that because your current setup is working well, or because it isn't a priority right now?
“We already have a system (Oracle, SAP, etc.).”
→ That's common, and these are big, long-term decisions. Many teams just want to see what else is out there before their contract ends. When does yours come up for renewal?
“Send me an email.”
→ Happy to. Which matters more to you right now, HR, finance or both, so I send the right information?
Competitors worth knowing
Oracle, SAP SuccessFactors, UKG, ADP
Interview tips for this company
- This role is based in Dublin and works closely with account executives. Show you can set up a good meeting for them rather than closing the deal yourself.
- Enterprise buyers are senior and cautious. Practice sounding calm, respectful and short.
- Learn the basics: HCM means human capital management (HR software), and ERP/financials is the money side.
Written from public information about Workday to help you practice. Ask an insider what their role play looked like; it's the best prep there is.