One of the biggest perks about tech sales is the income and income potential.

(Average base salary are approximate and depend on location, experience, and company size.)

The roles in this chart are tech sales positions you can move into after starting in an entry-level (SDR/BDR) tech sales job.

One of the best things about a tech sales career is that once you break in and land your first role, you can grow your career, increase your income, and improve your work-life balance by moving into higher-level positions.

One of the best things about a tech sales career is how quickly you can grow. Once you land your first entry-level sales job, you’ll learn the entire sales process—from the first conversation with a potential customer to closing the deal.

As you gain experience and start seeing success, new opportunities will open up. The tech sales job market is always evolving, creating plenty of chances to advance.

Not many careers let you earn $65,000 to over $100,000 in your first year, with the potential to move into even higher-paying roles fast.

Here’s the key to moving up in the tech sales industry:

A. Start by landing your first tech sales role and gaining hands-on experience.

B. Track your wins as you grow—even the small ones count.

C. As you gain more experience, take on more sales opportunities, achieve success, update your resume and LinkedIn with your accomplishments.

For example:

“Made an average of 135 cold calls per day, resulting in over 16% closed business.”

“Led the team in qualified leads and exceeded my quota three years in a row.”

By showcasing your achievements, you’ll build credibility, get more profile views on LinkedIn, and open doors to better-paying jobs at companies with amazing cultures and work-life balance.

Keep growing and updating your LinkedIn profile—it’s how you climb the ladder!

Here’s a look at the different career paths in tech sales and how you can climb the ladder.

No, you don’t need a tech background to start in tech sales. A basic understanding of SaaS, Artificial Intelligence (AI), and how software helps businesses solve problems is enough to get started.

You can learn this online, through a tech sales bootcamp, or even on the job.

That said, if you’re serious about a career in tech sales (which you probably are since you're reading this!), I recommend learning about SaaS and AI on your own—through Udemy, YouTube, or a tech sales bootcamp—to give yourself a strong foundation.

As mentioned, you don’t need to be highly technical, know how to code, or have sales experience to break into tech sales.

But learning key skills and having the right mindset—can help skyrocket your career. Let's discuss the relevant skills that are essential to thrive in a career in tech sales.

✅ Communication & Persuasion – Explaining complex ideas in a simple way builds trust and helps close deals.

✅ Interpersonal Skills – Working well with teammates, prospects, and customers is essential.

✅ Resilience & Adaptability – Rejection happens, but learning from mistakes and staying motivated is key.

✅ Goal-Oriented Mindset – Setting and reaching sales targets keeps you focused and driven.

✅ Organization & Time Management – Staying organized helps with follow-ups, outreach, and closing deals.

✅ Active Listening – Understanding customer needs and showing how your product solves their problems makes you stand out.

✅ Basic Technical Knowledge – You don’t need to be an expert, but knowing the basics of SaaS software and AI can help!

Many people, including myself, started in tech sales with no tech background.

With the right mindset and skills, you can do it too.

You might be wondering how AI is impacting the tech sales industry. I work at an AI company and everyday, I get to see all this new and exciting technology firsthand.

In just the last two years, we've seen amazing things, such as AI acting more like humans (that's what we call Agentic AI and AI agents), AI that can write and talk (GenAI and LLMs), and smart ways to organize and find information (Knowledge Graphs and RAG).

But here's the really important part - even with these shifts in industry trends, AI isn't going to replace human salespeople anytime soon.

Want to know why?

Great salespeople can:

• Change how they position their message based on who they're speaking to.
• Understand how people are feeling and adapt on the fly.
• Know exactly what to say in the moment.

AI just isn't good at these human skills yet. It can't connect with people or understand their feelings the way humans can.

This is good news for anyone wanting to work in sales - companies will still need people who can:

• Ask smart questions
• Figure out what problems customers need to solve
• Talk to customers in a way that makes them want to buy

While AI is changing things quickly, it's going to help salespeople do their jobs better - not replace them.

Think of AI as a helpful tool, like a really smart assistant, rather than something that will take over the job of selling.

E. Master Presentation & Communication Skills

Early in my career, I spent a lot of time learning how to communicate and present ideas clearly. Strong communication skills has helped me stand out in interviews and succeed in my job. In fact, I believe it’s the reason I moved so quickly from an entry-level sales job to enterprise sales.

If you want to do well in tech sales, focus on these key skills:

✅ Interpersonal skills – Building strong relationships with potential clients, customers and teammates.

✅ Clear communication – Explaining ideas in a way that grabs attention and makes an impact.

I recommend taking an online course or joining a group like Toastmasters to practice public speaking and presentations. These skills will help you stand out in interviews, boost your career, and open doors to more opportunities!

To land a tech sales job, you need to act like you’re already in the role.

Here’s how to get started:

Step 1: Do your research.
Make a list of 60 companies you’d like to work for or that are hiring right now. Sort them into three categories:

• A List: Companies that are hiring and you’d love to work for. Bonus points if your skills, background, or knowledge match the job description.

For example, if you’re a teacher transitioning into tech sales, look for educational tech companies. If you’re coming from construction, retail, or manufacturing, focus on software companies in those industries.

• B List: Companies that are hiring but aren’t your top choice.
• C List: Companies you’d only work for to gain experience, not for the long term.

Step 2: Start applying and connecting.
Reach out to hiring managers and recruiters (more on how to do that later). Be resilient and determined—this is a numbers game, especially early in your career. You’ll face rejection, but don’t let it stop you.

Learn from every interview, tweak your approach, and keep going.

The people who succeed in landing roles never give up. They learn from every interaction, keep improving their resume and LinkedIn profile, and stay focused on their goal.

Remember, you’re doing the job to get the job—so show them you have the mindset and drive to hit the ground running and crush your goals!

When you’re just starting out in tech sales, the best entry-level roles to focus on are Sales Development Representative (SDR) and Business Development Representative (BDR). These jobs are great for getting your foot in the door.

But here’s something to keep in mind: companies sometimes use different titles for the same role.

For example, you might see job postings with titles like:

Common SDR Title Variations:

• Business Development Representative (BDR)

• Lead Development Representative (LDR)

• Market Development Representative (MDR)

• Revenue Development Representative (RDR)

• Account Development Representative (ADR)

• Partner Development Representative (PDR)

• Enterprise Development Representative (EDR)

• Customer Development Representative (CDR)

• Inbound Sales Representative (ISR)

• Sales Associate More

Creative or Modern Titles:

• Sales Engagement Specialist

• Pipeline Development Representative

• Growth Representative

• Client Acquisition Specialist

• Sales Acceleration Representative

• Prospecting Specialist

• Outbound Sales Representative

• Demand Generation Representative

• Revenue Growth Associate

• New Business Representative (NBR)

They're all entry-level tech sales jobs, just with different names. Keep this in mind during your job search.

How To Use LinkedIn to Find and Apply for Tech Sales Roles

Here's a simple way to find tech sales jobs that you'll love:

How to Find & Apply to the Right Tech Sales Companies

When you're making your list of 60 companies you'd like to work for (discussed earlier), try to focus on:

• Companies that are hiring right now

• Products you really believe in (because it's easier to sell something you like!)

• Places where your skills fit in (for example, if you used to teach, look for companies that make stuff for schools)

• Companies in industries you enjoy

• A workplace that feels right for you

• The right size company (smaller ones let you do more things, bigger ones have more rules)

Tip: Before you apply, check out what workers say about these companies on Glassdoor.

This helps make sure the company is as good as it seems!

Remember to:

• Keep changing your list of 60 companies as you learn more

• Save interesting jobs on LinkedIn

• Set up alerts so you don't miss new openings

• Save the links to jobs you like, but wait to apply until your resume is ready

This way of searching for jobs works much better than just sending your resume everywhere and crossing your fingers! It's like fishing - you'll catch more fish if you know exactly where to look.

Here's a friendly guide on how to reach out to people on LinkedIn when you're looking for a job:

After you apply for a role, connect and message the hiring manager or recruiter on LinkedIn. This helps them notice you!

Keep in mind, though, hiring managers and recruiters get a lot of messages, so make yours stand out. Be thoughtful, add value wherever you can, and keep your message short, sweet, and to the point.

Here's how to write a great message that gets attention:

First, make your subject line interesting - you can use Google or ChatGPT to help you think of good ones!

Then write something like this:

Hi [Their Name],

I just applied to [job title] at [company name].

I wanted to quickly reach out and introduce myself. I'm sure you get a ton of messages so I will be quick. After reviewing the job description and learning more about [company name], I feel I'd be a great for the role because:

• Talk about why you're the best fit based on your knowledge, skills and background.

• Share success stories that you achieved in a past role, college/university or a volunteering position that connects back to the role you're applying for.

I know I can jump right in and contribute to the team's success.

Would you be open to a quick phone call or Zoom meeting to talk more about this role?

Looking forward to speaking with you.

[Your Name] [Your LinkedIn link]

Remember, this is just one way to write your message. The most important thing is to show why you're perfect for the job and be friendly and professional!

This is like introducing yourself to someone new - you want to make a good first impression and show them why they should want to talk to you more.

Here’s a simple step-by-step guide to help you prepare and stand out!

Step 1: Do Your Homework

Before the interview, learn as much as you can about the company, their products, recent news, and industry trends. This research shows that you care, pay attention to details, and are willing to put in the work.

Step 2: Practice Talking About Yourself

Be ready to answer common interview questions and explain why you’re a great fit. Think about times when you’ve:

✅ Helped customers
✅ Made a sale (even outside of tech)
✅ Solved a problem at work or school

Step 3: Tell Your Success Stories

Even if you haven’t worked in tech sales before, you can share experiences from:
✅ Previous jobs (even non-sales roles)
✅ Volunteer work
✅ School projects
✅ College achievements

When telling your story, make sure to explain:
The challenge – What was tough about the situation?
Your solution – How did you come up with a way to fix it?
The steps you took – What actions did you take?
The outcome – What was the success or achievement?

Let's look at two examples:

TipBring Your Energy!

Challenge: When I worked as a Sales Associate at a local gym, membership sign-ups were low, and many potential customers weren’t sure if they wanted to join.

Solution: I started asking better discovery questions to understand their goals, concerns, and fitness challenges. I personalized my pitch based on what mattered most to them—whether it was weight loss, muscle gain, or a supportive gym community.

Steps Taken:
✅ Listened carefully to each customer’s needs
✅ Highlighted specific gym features that matched their goals
✅ Shared success stories of other members who had similar challenges

Outcome: My new approach increased my membership sign-ups by 30% in three months, and I became the top-performing sales associate at my location.

Example 2:

Challenge: In college, I was part of a group project where we had to create a marketing plan, but my team was struggling with organization and deadlines.

Solution: I stepped up and took the lead by creating a clear action plan, assigning tasks, and setting weekly check-ins to track progress.

Steps Taken:
✅ Organized a shared document outlining everyone’s responsibilities
✅ Set deadlines and held teammates accountable
✅ Created a final presentation that clearly highlighted our research and findings

Outcome: Our project was completed on time and received the highest grade in the class. Plus, my professor complimented our teamwork and organization!

The more specific you can be, the better! This will help you stand out and show hiring managers why you’re the right person for the job

Tip: Bring Your Energy! Show them how excited you are about the job. When you're enthusiastic and energetic, it shows them you're ready to work hard and do your best!

Here are the top 3 tech sales interview questions and strong STAR-method answers for an entry-level tech sales position:

1. Tell me about a time you persuaded someone to buy something or take action.

✅ Situation: While working at an insurance agency, I noticed that many customers were hesitant to buy life insurance because they thought it was too expensive or unnecessary.

✅ Task: My goal was to help customers see the long-term value of having coverage and increase policy sign-ups.

✅ Action: Instead of just listing policy benefits, I focused on asking the right questions to understand each customer’s concerns. For example, I asked about their family, financial goals, and what would happen if an unexpected event occurred. Then, I tailored my pitch by explaining how a policy could protect their loved ones and provide peace of mind.

✅ Result: By taking a consultative approach, I increased my policy sales by 25% in three months and received positive feedback from both customers and my manager. Many clients told me they hadn’t realized how important insurance was until we had that conversation.

2. Give me an example of how you handled rejection.

✅ Situation: During a summer internship, I had to cold-call potential customers to sell digital marketing services. Many people hung up, ignored my emails, or weren’t interested.

✅ Task: My job was to book as many meetings as possible with business owners who might benefit from our services.

✅ Action: Instead of taking rejection personally, I analyzed why people were saying no. I adjusted my approach by improving my opening pitch, asking better questions, and following up at the right times. I also kept a positive attitude and saw each call as a learning opportunity.

✅ Result: By refining my approach, I improved my cold-call success rate by 20% and booked twice as many meetings as I had in my first month.

3. Describe a time you had to solve a problem in a team setting.

✅ Situation: In college, I was part of a group project where we had to create a business plan, but my team was struggling with organization and meeting deadlines.

✅ Task: As the project deadline got closer, I realized we needed a clearer plan and better teamwork to finish on time.

✅ Action: I took the lead by breaking down the project into smaller tasks, assigning roles based on each person’s strengths, and setting weekly check-ins to track progress. I also created a shared document so everyone could easily collaborate.

✅ Result: With better structure, we completed the project ahead of schedule, received an A grade, and our professor praised our teamwork and organization.

Remember to:

• Keep answers concise (1-2 minutes)
• Connect your past experiences to the role you're interviewing for
• Use specific numbers and metrics when possible
• Show enthusiasm and energy

Keep it simple and focus on:

1. Getting the right skills & knowledge.

2. Promote yourself on LinkedIn.

3. Speak to your value, your success, your achievements and prove to hiring managers that you’re the best candidate for the job!

Here are some success stories from our students who have completed the NextGen SDR Accelerator Program.