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!

So, what is tech sales? At its core, it’s all about selling tech stuff to potential clients—think software, hardware, or IT services—to businesses or people who need it.

Sometimes it’s called technology sales, technical sales, or even just tech sales. Whatever the label, it’s a job in the tech industry where you mix people skills with a sprinkle of technical knowledge.

You might be a tech sales professional pitching a startup’s new SaaS (software as a service) tech product, or you could be explaining artificial intelligence (AI) software to a big corporation. Either way, it’s a fast-moving, exciting world.

Here’s a quick breakdown of what tech sales can include:

• Software sales: Selling apps or programs like Zoom, ServiceNow, or Salesforce.
• Hardware sales: Think laptops, servers, or even smart home devices.
• IT services sales: Offering tech support or cybersecurity solutions.
• SaaS sales: That’s “Software as a Service”—think subscription-based tools like Dropbox.

Pretty neat, huh? But what are the actual roles I should target when first starting out in the tech sales industry?

Let’s explore this now.understanding customer needs and matching them with the right tech solutions.

Let me walk you through the different tech sales positions and what a typical career path looks like:

1. Sales Development Representative (SDR) or Business Development Representative (BDR)

• This is where most people start, such as new grads or people without any technical knowledge or sales experience.

• You focus on finding new leads, qualifying opportunities, and handing these opportunities to an account executive to move them through the sales pipeline.

• In this role, you will learn the basics of tech sales, such as qualifying sales opportunities, engaging potential clients through cold calling, email, and social selling. You will also learn about the sales funnel, the sales process, working with a tech sales team, and more.

• Most SDRs/BDRs spend about 12-18 months in the role before advancing to an Account Executive (AE) role.

2. Account Executive (AE)

Most SDRs/BDRs will transition to an AE role after 12-18 months. As an Account Executive, you will:

• Handle full sales cycles—taking potential customers through the entire sales process, from being interested in what your company has to offer to closing deals.
• Focus more on building relationships with customers and prospects, diving deeper into prospects’ and customers’ business issues/challenges, and working with the entire sales team to serve the prospect/customer and sell them your tech product or service.
• Work with bigger accounts, from mid-market to enterprise accounts.
• Close more complex deals.

As an Account Executive, you will most likely work alongside a sales engineer who has the product knowledge and technical skills to demonstrate how your tech or software product can specifically solve the prospects’ business issues/challenges.

3. Senior Account Executive

• Work with major accounts.
• Lead complex deal strategies
• Often mentor junior sales staff
• Usually requires 3-5+ years experience

4. Sales Directors/Sales Leadership

• Lead sales teams
• Handle enterprise-level deals
• Strategic planning
•Usually requires 5+ years experience

Now, the million-dollar question: Is tech sales a good career? Yes, it can be! I’ve seen folks thrive in this field, and here’s why.

First, the money’s good.

Tech sales salary ranges vary, but entry-level jobs might start around $50,000 a year, while pros with experience can easily rake in six figures—sometimes over $300,000+ with commissions.

Commissions are a big deal here; the more you sell, the more you earn.

Plus, the tech sales industry is growing fast.

Tech’s everywhere—businesses need it to survive—so jobs aren’t drying up anytime soon. And if you like working from home, remote tech sales jobs are totally a thing.

But it’s not all rainbows.

It can be tough—think long hours or tricky customers. But well worth it if you're into high income potential and room to grow into other high-paying roles!

Once you’re in, what is the career progression in tech sales? It’s like climbing a ladder with cool views at every step. You might start as a Sales Development Representative or Business Development Representative, pitching and qualifying opportunities to small clients. Then, you could move up to:

• Account Executive: As mentioned above, this is where you will either adopt accounts when you land the role or receive new qualified opportunities from SDRs/BDRs. You then build relationships with clients and set sales strategies to move the prospect from interested to closing business.

• Sales Manager: Lead a local team and strategize.

• Sales Director: Run the sales organization for a specific region or territory.

Alternative Paths & Roles:

• Customer Relationship Manager or Customer Success Manager: In this role, you will manage client relationships, support post-sale efforts, and build long-term relationships with customers to make sure they’re happy and receiving value from your tech product.

• Sales Engineer: In this role, you will work alongside the Account Executive to better understand prospects’ and customers’ business issues/challenges through discovery calls and lead product demonstrations to highlight how your software solution can solve the prospect’s business issues. Strong communication skills are critical in this role. Roles for sales engineers are predicted to grow by 5%. (pipedrive.com)

Each step means more responsibility—and more money. It’s a path that rewards hard work and smarts.

So, what skills are needed for a career in tech sales? You don’t need to be a tech wizard, but success in tech sales does come with some key traits.

Most are soft skills. (In a 2020-2021 Sales Report, we found that sales professionals who work on their soft skills are more likely to hit their sales quota than those who don’t). (pipedrive.com)

This is why most people can break into tech sales without being highly technical, having a tech degree, or knowing how to code.

Here’s my shortlist of the most essential skills:

• Effective communication skills: You’ve got to chat up customers and make them feel heard. According to Pipedrive's 2020-2021 Sales Report, salespeople who work on their soft skills are more likely to hit their sales quota. Specifically, 42% of salespeople who focus on soft skills "Always" or "Usually" hit their quota

• Listening: Understand what they need, not just what you want to sell.

• Problem-solving: Match tech to their problems.

• Confidence: Pitching takes guts—position the problem, solution, and why you’re different.

• Tech curiosity: You don’t need a degree or to know how to code, but having basic technical knowledge could help.

Tech sales skills also include using tools like email software or CRM (customer relationship management) apps (think Salesforce).

Don’t worry—most companies offer tech sales training programs to get you up to speed.

Do you need a degree for tech sales?

Nope, not always! Some companies want a college diploma, but tons of entry-level tech sales jobs care more about your hustle than your paperwork.

I know many people who have jumped in with just a high school diploma and are doing very well.

That said, a degree in business or tech, or even a certification from a tech sales bootcamp, can give you a leg up, especially for fancier roles. But if you’re eager and willing to learn, you can skip the classroom and still shine.

Ready to jump in? How do I break into tech sales? It’s easier than you think. Here’s my step-by-step game plan:

Learn the basics: Take a tech sales bootcamp or learn on your own—YouTube’s got plenty.

Tech Sales Bootcamp: The Ultimate Guide to Finding Out If a Tech Sales Bootcamp is Right for You in 2025.

Build skills: Learn how to preset, speak in public, how to ask open-ended questions, and engage in a sales conversation.

Start small: Look for entry-level tech sales jobs at startups to gain experience

Network: Chat up folks on LinkedIn who do tech sales—they love sharing tips. And you never know, that one conversation could lead to job opportunities.

Nail the interview: Prep for tech sales interview questions like “How do you handle rejection?”

Ever wonder, tech sales vs traditional sales—what’s the deal? Traditional sales might mean selling cars or clothes—tangible stuff you can touch.

Tech sales is more about ideas and solutions, like software you can’t hold but changes everything.

Tech sales also leans on tech sales tools and software—think apps to track leads—while traditional sales might stick to phone calls and handshakes.

Both need charm, but tech sales adds a layer of geeky fun.

So, there you have it—I hope I was able to answer the question: What is tech sales.

It’s a job that mixes talking, tech, and big payoffs.

Whether you’re curious about what tech sales professionals do, dreaming of a fat tech sales salary, or wondering how to start, this field’s got something for you. No degree?

No problem. Love a challenge? Even better.

I say give it a shot. Dip your toes in with a tech sales bootcamp or an entry-level gig and see where it takes you.

What is tech sales?
Tech sales is when you sell tech stuff—like software, computers, Artificial Intelligence, or IT services—to people or businesses. It’s about helping them find the right tech to fix their problems.

Is tech sales a good career?
Yep, it can be awesome! You can make good money, work with cutting-edge solution, and grow fast. It’s hard work sometimes, but if you like talking to people and earning rewards, it’s a solid pick.

What are tech sales skills?
These are the things you’re good at to do tech sales well. Think talking to people, listening, solving problems, and being comfy with tech.

What is a tech sales course or bootcamp?
It’s a class—online or in person—that teaches you how to become a tech sales professional. You learn stuff like how pre-call planning/research, prospecting, qualifying sales opportunities and more.

Do you need a degree for tech sales?
Nope, not always! Some jobs want one, but lots don’t care if you’ve got the skills and energy. You can totally skip college and still rock it.

Are tech sales jobs always remote ('work from home')?
Not all of them. Some let you work from home, which is sweet, but others might want you in an office or meeting people face-to-face. It depends on the company!

Does tech sales pay well?
Oh yeah, it can! You might start at $50,000 a year, but with bonuses, some people make over $100,000—or even more if they’re super good at selling.

What makes a good tech sales bootcamp?
A great bootcamp teaches you real skills fast—like talking to customers or using sales apps. Look for ones with hands-on practice, cool teachers, and job help afterward. Short and useful is the key!

How is the tech sales job market?
It’s hot! Tech’s growing, so companies need salespeople. There are lots of jobs out there, especially if you’re ready to learn and hustle.

How to start a career in tech sales?
Easy steps: Learn some basics (maybe take a tech sales course), practice talking to people, and apply for starter jobs at tech companies. Network on LinkedIn too—folks love to help newbies!