Join The Tech Sales Newsletter
For Execulsive Information & Actionalable Insights to Launch a Career in Tech Sales in Today's Market
Matthew Fanning brings over 15 years of sales experience. Like many of you, he began his journey as a sales and business development representative, quickly rising to enterprise sales in just five years. He currently works as an enterprise sales professional at one of the world’s largest AI workflow and automation companies.
Tech Sales Career Path: From Entry-Level to Enterprise Sales: Your Fast-Track Guide to Climbing the Tech Sales Ladder
Written By Matthew Fanning
Tech Sales Career Path: From Entry-Level to Enterprise Sales: Your Fast-Track Guide to Climbing the Tech Sales Ladder
Are you dreaming of a career that combines your passion for technology with the excitement of sales, along with plenty of room for growth and promotion? If so, a career in tech sales could be the perfect fit for you.
As someone who's helped many folks get into the tech industry through tech sales, I can tell you it's an exciting field with lots of room to grow.
First, I’ll explain what a typical tech sales career looks like. Then, we’ll go over everything you need to know about starting and growing your career in tech sales.
The best part? You don't need a fancy degree or years of tech experience to get started!
What Is Tech Sales (And Why Should You Care)?
Think of tech sales like being a helpful guide for companies looking to solve their problems with technology.
Unlike traditional sales where you might be pushing products, tech sales is all about understanding customer needs and matching them with the right tech solutions.
The Tech Sales Career Path: From Entry-Level to Enterprise Sales: Your Fast-Track Guide to Climbing the Tech Sales Ladder
Let's break down the typical career journey in tech sales. Remember, everyone's path is different, but this will give you a good idea of what to expect.
1. Entry-Level Positions: What are the entry-level positions in tech sales? And how much can I earn in a tech sales career?
Most people start their tech sales journey as either a:
- Business Development Representative (BDR)
- Sales Development Representative (SDR)
These roles are like tech sales bootcamp, but you get paid while learning. You'll learn the basics sales techniques, such as learning the sales process, sales strategy, how to research potential customers before reaching out, cold calling and qualifying opportunities.
BDR vs SDR Role Comparison
| Role Aspect | BDR | SDR |
|---|---|---|
| Main Focus | Finding new business | Qualifying leads |
| Typical Day | Cold outreach, research | Follow-up, lead scoring |
| Average Base Salary | $45,000-$60,000 Base + $20,000 - $30,000 = $100,000 | $45,000-$60,000 Base + $20,000 - $30,000 = $100,000 |
| Time in Role | 12-18 months | 12-18 months |
Please note: Average salaries vary based on company, location, compensation plan, sales experience, and other factors.
Additionally, tech sales roles may sound very similar, but job titles and responsibilities can differ by company.
For example, some companies use the title Sales Development Representative (SDR) for outbound sales tasks.
That’s why it’s important to carefully read job descriptions and ask specific questions during interviews to determine whether the role focuses on inbound or outbound sales.
2. Moving Up: Account Executive (AE)
Once you've gained sales experience and proven yourself as a BDR/SDR, the next step is usually becoming an Account Executive.
This is where things get really exciting!
As an AE, you'll:
- Receive sales opportunities (i.e., SDR/BDR handoff) with the goal of moving them through the entire sales process—from qualification to closing the deal.
- Own the sales strategy for each account and be responsible for meeting or exceeding your sales quota.
- Build relationships with potential customers.
- Conduct discovery calls with potential clients and move them through the sales pipeline.
- Collaborate with team members (e.g., sales engineers, solution consultants) to close deals.
- Manage larger budgets.
- Earn higher commissions.
Most AEs make between $75,000 and $200,000+ per year, with top performers earning over $250,000 through commission.
3. Sales Manager
- Lead a sales team of BDRs and/or AEs
- Help sales teams with the sales strategy and strategic planning
- Average Base salary around $100,000-$250,000+
4. Enterprise Account Executive
- Handle major accounts with a strong focus on relationship building and complex solution selling across the organization.
- Focus on complex, high-value sales opportunities. These opportunities typically take longer to move through the sales pipeline, but the tradeoff is larger deal sizes and higher commissions.
- Potential earnings range from $200,000 to $500,000+.
- Top Enterprise Account Executives have strong product knowledge and the ability to ask the right questions to uncover pain points. They also excel at aligning different stakeholders across the organization on the value of their software products.
Alternative Tech Sales Career Paths
If you’re not interested in enterprise sales or sales leadership, other career paths after working as an SDR, BDR, or Account Executive include becoming a Sales Engineer or Customer Success Manager.
5. Sales Engineer / Solution Consultant / Pre-Sales
- Serve as the technical counterpart to the sales team in a sales organization.
- Have deep technical knowledge of tech products and services.
- Conduct discovery calls to understand customer needs.
- Deliver product demonstrations and presentations to showcase solutions.
6. Customer Success Manager (CSM)
- Focus on helping existing customers succeed
- More predictable schedule
- Average Base salary around $70,000-$120,000
What Skills Are Required for Success in Tech Sales?
To thrive in the tech sales industry, you’ll need:
✅ Strong communication skills and interpersonal skills
✅ Resilience (you’ll hear “no” a lot)
✅ Problem-solving abilities
✅ A customer-focused mindset
✅ Basic technical knowledge (but you don’t need to code!).
How Much Can You Make In Tech Sales | Tech Sales Career Path & Average Base Salaries
Tech Sales Career Path | Average Base Salaries
| Job Title | Base Salary | Total Compensation (Base + Commission) |
|---|---|---|
| SDR / BDR | $50,000 - $70,000 | $80,000 - $100,000 |
| Account Executive (AE) | $70,000 - $100,000 | $120,000 - $200,000+ |
| Sales Manager / Director | $100,000 - $150,000 | $200,000 - $300,000+ |
| VP of Sales / Sales Executive | $150,000 - $250,000 | $300,000 - $500,000+ |
| Sales Engineer | $100,000 - $150,000 | $150,000 - $200,000+ |
| Customer Success Manager | $70,000-$120,000 | $120,000 - $150,000+ |
Remember, these numbers can vary based on:
Your location, company size, industry focus, performance and more.
How Do I Start a Career in Tech Sales? (Even With No Experience)
I often hear people ask, 'How can I break into tech sales without any experience?' or 'I want to be a tech sales rep, but I don’t know how to get through the first interview.
Let's discuss how to overcome these hurdles now.
Step 1 | Build Your Foundation
- Take a tech sales bootcamp, learn on your own or on the job. You can learn everything about Tech Sales Bootcamps and if they're worth your time and money here.
- Earn sales certifications to show your commitment to learning about sales and the tech sales industry.
- Learn about common sales tools (Salesforce, HubSpot)
- Join tech sales communities on LinkedIn
Step 2 | Develop Key Skills
- Communication (written and verbal)
- Active listening
- Problem-solving
- Basic tech understanding
- Time management
Step 3 | Create Your Portfolio
- Start a LinkedIn profile
- Document any sales or customer service experience
- Show projects where you've helped solve problems
Take a look at my LinkedIn profile below. This profile has helped me get recruited three times for higher-paying roles!
Tips for Starting a Career in Tech Sales
Here's what I've seen work well for new tech sales pros:
Find a Mentor
- Connect with experienced tech sales pros
- Enroll in tech sales bootcamp to learn both basic and advanced strategies
- Join sales communities
Never Stop Learning
- Get certifications (Tech Sales, Salesforce, AWS, AI etc.)
- Read top sales books and blogs
- Practice your pitch regularly
Focus on Solutions, Not Products
- Learn your customers' industries
- Learn solution selling
- Understand their problems
- Show how you can help them succeed
FAQs About Tech Sales Careers
How long does it take to progress in tech sales? Most people spend 12-18 months in entry-level roles before moving up. After that, advancement depends on your performance and the opportunities available.
How is tech sales different from regular sales? Tech sales usually involves longer sales cycles, more complex products, and higher deal values. You'll often work with multiple decision-makers and need to understand technical concepts.
How is the tech sales industry changing with Artificial Intelligence? The tech industry is changing fast. With Artificial Intelligence and other advanced technologies entering the market, tech sales professionals will need to sharpen their skills to remain competitive in this rapidly evolving industry. This means they must increasingly develop proficiency in using AI tools while emphasizing relationship-building and strategic decision-making—areas where AI cannot replace human expertise.
Ready to Start Your Tech Sales Journey?
The tech sales field is growing fast, and companies are always looking for fresh talent. If you're excited about technology and love helping others succeed, this could be your perfect career match.
1. Update your LinkedIn profile & build a tech sales focused resume.
2. Start networking with tech sales pros, hiring managers and recruiters.
3. Apply for BDR/SDR positions
4. Keep learning and growing
Remember, everyone in tech sales started somewhere. With dedication and the right approach, you could be closing big deals sooner than you think!
Looking for more guidance on your tech sales journey? Explore our NextGen SDR Accelerator below.
What are your thoughts? Are you looking to launch a tech sales career? What challenges are you running into? Please share in the comments below!
Sales Academy of Technology offers hybrid coaching and course programs to help students learn how to get into tech sales (SDR/BDR) or sales engineering. We equip students with the essential skills and hands-on experience that today’s tech sales employers value, along with exclusive job search strategies to secure more interviews and opportunities. We are committed to a community-based approach and support our students until they land their target roles.
Join Our Tech Sales Tuesday NewsLetter
For Actionalable Insights & Execulsive Information
To Launch Your Tech Sales Career In Today's Competitive Market
Copyright 2024 Upskillible | upskillible.com
Terms | Privacy Policy | Disclaimer
Learn in-demand skills, get hired & live the life you desire.