← Zapier
Zapier role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Software that connects your work apps and automates repetitive tasks and AI workflows without writing code.
Who you'd be calling
Operations, IT, marketing, sales ops and RevOps leaders at mid-sized and growing companies, plus team leads who run manual processes.
Your opener
“Hi [Name], this is [You] from Zapier. I know I'm calling out of the blue. Do you have 30 seconds to hear why I called, and then you can tell me if it's worth a longer chat?”
Problems you solve for them
- Staff waste hours copying data between apps by hand
- Teams wait on engineers for simple automations
- Tools don't talk to each other, so data goes stale or gets lost
Discovery questions to ask
- Which tasks does your team still do by hand that you wish ran on their own?
- How do leads or requests move between your tools today, and where do they get stuck?
- If your team had a few hours back each week, what would they work on?
Objections they'll throw at you
“I'm busy right now.”
→ Totally fair, I'll be quick. Could I grab 15 minutes later this week, or is there a better time?
“Not interested.”
→ No problem, most people haven't thought about it until they see an example. Can I ask what your team spends the most manual time on?
“We already use something for automation.”
→ That's good to hear, so you already see the value. What do you like about it, and what still takes manual work?
“Just send me an email.”
→ Happy to. So I send something useful and not generic, what's the one workflow you'd most like to automate?
Competitors worth knowing
Make, Workato, Microsoft Power Automate, n8n
Interview tips for this company
- Try the product before the interview. Build a simple automation, like a form that posts to Slack, and mention it.
- Speak in plain business terms. Say 'saves hours of copy-paste', not technical jargon.
- Know the pitch is 'many connected apps plus AI', and ask what tools the buyer already uses.
Written from public information about Zapier to help you practice. Ask an insider what their role play looked like; it's the best prep there is.