If you want to know how to get into tech sales, you’re in luck.
With an average rep salary of $70,000 (stat from glassdoor.com, doesn’t include commissions) and a global value of $5 Trillion, tech is a hot space for rapid growth, and tech sales is the core profession that’s helping to push this movement off to unprecedented levels.
Whether you are an experienced salesperson looking for a new challenge or a recent graduate eager to enter the tech world, this guide is a roadmap for individuals aspiring to secure a position in tech sales. It covers key aspects such as honing technical and soft skills, understanding the tech industry landscape, networking effectively, and crafting a compelling resume and cover letter tailored to the tech sales domain.
We will cover some of the amazing benefits of working as a tech sales rep, tips for breaking out into this profession to become a top earner, and examples of winning tech sales portfolio deliverables to land your dream job.
Plus, we've included a list of 50+ tech sales job hiring now (updated Q1 2024) below. We'll update this job tracker for open roles in tech sales each quarter if you're on the job hunt.
Tech sales job opportunities 2024
Looking to get into tech sales? Or are you looking for a new tech sales role? Browse through this updated list of tech sales roles currently hiring (updated Q1 2024). You can filter through for remote, hybrid, industry categories, experience level, and more.
Bookmark this page to come back to this updated tech sales job tracker (we update this each quarter!).
What is tech sales?
Tech sales is a profession where reps usually sell software to other businesses (i.e. Business-to-Business or B2B).
If you’re looking to start a career in tech sales, you will likely begin with an entry position as a sales development representative (SDR) or a business development representative (BDR).
As an SDR or a BDR, it’s your job to find and connect with new leads, qualify them, book appointments, and your account executive will do the rest of the work of closing them.
This means that you get to sharpen your sales skills and make money without the pressure of closing!
Types of roles in tech sales
There are various types of roles you can take to break into tech sales.
You’re not limited to just being an SDR; you don’t have to be the person doing outbound selling to do tech sales.
Here are some of the different types of job titles you can take in tech sales:
- Inside sales representative
- Outside sales representative
- Sales development representative
- Sales manager
- Business development manager
- Account executive
- Sales operations manager
- Director of sales
- VP of sales
- Chief sales officer
If you’re just getting started in tech sales, you’ll most likely be looking for jobs as a sales development representative.
Learn more about the strategies you need to convert more leads as an SDR and succeed in tech sales.
What are the benefits of a career in tech sales?
If you’re interested in a tech sales career you chose wisely because out of all the possible professions, this is by far one of the best, and here’s why:
Tech sales is easy to scale
Forbes estimates that investment in sales tech grew from $1.8 Billion in 2020 to $4.3 Billion in 2021.
That’s more than double the growth in just 12 months!
Why is this possible? Because tech sales is one of the most scalable industries.
Unlike a lot of other industries where you have to customize the product you sell to every individual customer.
With tech, when you find a great product that solves problems and produces results, it’s easy to sell that product to a wide variety of people. This is why investors love tech and why you should too!
You have unlimited earning potential
In comparison to regular salaried jobs, tech sales professionals can earn commissions and bonuses based on their performance.
The more successful you are in closing deals and meeting sales targets, the more you can earn.
This incentive-driven compensation structure not only rewards hard work but also offers the potential for significant financial rewards.
Tech sales is quota-driven. It’s not unheard of to crush your annual quota early on and spend the rest of the year racking up play money.
You can easily generate six figures in sales month after month (don’t believe us? Check out our CEO’s tech sales journey).
Personal and professional growth
Tech sales pushes you out of your comfort zone, hones your communication skills, and enhances your ability to negotiate and persuade.
The skills you acquire in this career path, such as resilience, adaptability, and problem-solving, are transferable and can benefit you in various aspects of life.
Building meaningful relationships
As a sales professional, you have the opportunity to connect with a diverse range of individuals and industries.
The relationships you cultivate with clients and customers can extend beyond transactions, leading to long-term partnerships and friendships.
This helps you to understand customer needs better, provide personalized solutions, and create a positive impact on their lives.
Independence and autonomy
In tech sales, you're accountable for your own goals. No one else can do your job for you.
With that said, you can enjoy a level of freedom and autonomy that is rare in other professions.
Of course, you need to meet your sales targets set by your company, but how you achieve them is largely up to you.
You have the flexibility to develop your own strategies, build your client base, and manage your time effectively. This independence allows for creativity and innovation, as you find unique approaches to reach your sales goals.
You are always the MVP of your company
Every business, big or small, is only as great as its sales team.
When you’re in sales, you become your company’s core lifeline because you generate the lion’s share of the money that funds every department at a business.
This means that you’re often the first to get a pay raise and a promotion when growth is skyrocketing, and when the economy goes through rough patches, you’re the last to get fired.
With the world seeing unprecedented unemployment and mass layoffs, (according to the Bureau of Labor Statistics, 6.1 million Americans are unemployed) tech sales is the outlier that offers unprecedented job security.
What skills do you need to get a tech sales job?
So you’re selling highly advanced software services and platforms that are changing the way business is done…You need to be a tech genius to sell products, right? WRONG.
Despite what you may have assumed, you don’t need to be the next Bill Gates or Steve Jobs with immense tech genius, savvy, and experience to thrive in tech sales (you don’t even need a college degree!).
Here are 16 skills you need to be successful in tech sales:
1. Strong communication skills
Effective communication lies at the heart of success as an SDR. You must possess excellent verbal and written communication skills to engage prospects, deliver compelling pitches, and build relationships.
Focus on clarity, empathy, and adaptability in your communication to resonate with diverse audiences.
A top salesperson knows how to actively listen to clients, articulate product benefits, and tailor their pitch to meet the specific needs of each prospect.
2. Active listening
Active listening is equally important—understanding prospects' pain points and needs allows you to tailor your messaging and provide relevant solutions.
Practice active listening to empathize with clients, gather valuable information, and offer tailored solutions that address their unique challenges.
3. Resilience and perseverance
Being an SDR can be challenging, with frequent rejections and objections.
Resilience and perseverance are critical qualities to overcome setbacks and maintain a positive mindset.
Develop the ability to bounce back quickly from rejection, learn from each interaction, and persistently pursue new opportunities. Adopt a growth mindset that embraces challenges as opportunities for growth.
4. Persuasive selling
Persuasion is an art that top salespeople have mastered. Develop the ability to influence prospects by highlighting the value your product or service brings to their lives or business.
5. Strong product/service knowledge
Take the time to understand the features, benefits, and value proposition of the product or service you’re selling.
This helps you to articulate the value and address prospects' questions effectively.
Our suggestion? Stay updated on industry trends, competitors, and market insights to position yourself as a trusted advisor to prospects.
6. Effective time management
As an SDR, you will juggle multiple tasks and responsibilities simultaneously.
Create a structured daily or weekly plan, allocating time for prospecting, follow-ups, research, and learning.
Leverage productivity tools and automation software to streamline repetitive tasks, allowing you to focus on high-value activities that drive results.
7. Continuous learning and adaptability
Stay informed about the latest sales methodologies, industry trends, and emerging technologies
Seek feedback from mentors, managers, and peers to identify areas for improvement.
Invest in professional development by attending workshops, webinars, or industry conferences.
Being adaptable enables you to navigate changing market dynamics and adjust your approach to meet evolving customer needs.
8. Resourcing and collaboration
Work closely with marketing to align messaging and access valuable content.
You should also be able to utilize CRM systems and sales enablement tools to streamline workflows, track progress, and leverage data-driven insights.
Building strong internal networks helps you tap into the collective knowledge of your organization, enhancing your effectiveness as an SDR.
Related: Learn How to Be a Great SDR (tips from Seamless.AI's CEO)
9. Relationship building
Sales is not just about transactions; it's about building meaningful relationships with your customers.
Cultivate long-term connections by maintaining regular communication and providing exceptional customer service.
10. Problem-solving
Being a problem solver adds tremendous value to your sales interactions.
Understand your clients' pain points and offer tailored solutions that demonstrate how your product/service can address their specific needs.
11. Adaptability
In a dynamic sales environment, adaptability is key. Stay flexible and be open to adjusting your approach based on each prospect's preferences and personalities.
12. Negotiation skills
Negotiation is an integral part of the sales process. Top salespeople master the art of finding win-win solutions, ensuring both parties feel satisfied with the outcome.
📕 Related: Want to learn the best way to respond to sales objections? Learn the top 22 sales objections and how to overcome them with example responses.
13. Confidence
No matter how much knowledge you have about a product, no one will buy from you if you’re not confident.
Be confident in your knowledge and ability to provide solutions to unique problems.
As Indra Nooyi, former CEO of PepsiCo, said:
“You can be very, very competent..but if you’re not willing to speak out..have the confidence based on your knowledge..what’s the point?”
📕 Related: 50 Inspiring Business Woman Quotes from top women leaders
14. Emotional intelligence
Your customers are not robots, they’re human.
Although you might have the technical product knowledge, you also need to have emotional knowledge.
Understand that you’re not just selling a product, you’re selling a feeling of victory and satisfaction to customers who have unique challenges.
15. Closing techniques
Being able to close a deal after several rounds of communication is crucial.
While simply getting a response back from customers might be hard, it’s even more difficult to close a deal.
Learn how to take a sales deal full-circle and turn them into repeating customers twice, three times, or even for life.
📕 Related: Learn how to use the S.P.L.A.I.T.E. Framework to 10x Customer Success Renewals
16. Storytelling
Great salespeople use storytelling to paint a vivid picture of how their product or service can positively impact the prospect's life or business.
Don’t just tell customers how great your product is.
Craft a compelling narrative that paints a picture of how your solution will help solve their unique problems.
How to get hired in tech sales
Do you have the skills it takes to be successful in tech sales? Now it's time to start your job search.
While we've provided a tech sales job tracker in this post, you should diversify your approach to getting hired.
Here are some actionable tips to get started in tech sales:
Leverage social media
If you’re looking to get hired in tech sales as quickly as possible, work on your social media presence.
Revise every section of your LinkedIn profile (the “About” section, the “Skills” section, etc.) and get your page in tip-top shape so when recruiters and hiring managers come across you, they are interested in learning more about you and what you can do for their company.
Use a contact data tool to refine your job search
You can use Seamless.AI to build lists of tech companies you would like to sell to. Seamless uses comprehensive artificial intelligence to crawl through the web in real-time to find, verify, and validate contact data (email addresses, cell phone numbers, direct dials, etc.) of any professional or company you’re interested in networking with.
With Seamless, you can easily pull up the contact information of sources and hiring managers at tech companies, gather pitch intelligence, and reach out with a tailor-made message that shows them you know their company like the back of your hand and you can help them increase their sales.
Network, network, network
Don't just wait around for a company to post job openings.
Go to events, reach out to companies you’re interested in via email (try these tips to increase open rates), LinkedIn InMail, cold call, and get them familiar with your name and your face. You’ll make a lasting impression with company decision-makers and hear “You’re hired!” faster than anyone else.
Related: How to Track Job Changes
Understand the tech sales landscape
Before diving into the job search, it's crucial to understand the landscape of tech sales. Research the industries within tech that are currently thriving and explore companies that align with your interests and career goals.
Familiarize yourself with the products and services offered by these companies to demonstrate genuine interest during interviews.
Our suggestion: Engage with industry forums, attend networking events, and build connections to gain insights and increase your chances of finding job opportunities.
Build your sales skills
While tech expertise is valuable, at its core, tech sales is still sales. Your ability to connect with clients, understand their pain points, and communicate the value of your product or service will be the backbone of your success. Enhance your sales skills through workshops, online courses, and reading books by sales experts.
Develop tech knowledge
While you don't need to be a tech expert, having a solid understanding of the products and services you'll be selling is essential. Keep up with industry trends and familiarize yourself with common tech jargon to speak confidently during interviews and client interactions.
Develop a winning mindset
Sales is all about attitude and mindset.
Changing your mindset starts with small habits, mentally and physically.
Cultivate a positive and resilient mindset that embraces challenges and thrives under pressure. Believe in your abilities, and let your enthusiasm shine through. Employers value candidates who are confident, self-motivated, and persistent. Develop a growth mindset that embraces continuous learning and improvement.
Polish your personal brand
Your personal brand is your professional identity.
Craft a strong resume and tailor it to highlight your relevant skills, achievements, and experiences.
Focus on transferrable skills such as communication, negotiation, problem-solving, and relationship-building.
Leverage internships, volunteer work, or relevant coursework to demonstrate your dedication to sales. Establish a professional online presence on platforms like LinkedIn, where you can showcase your achievements and connect with industry professionals.
Prepare for interviews
Ace your interviews by thoroughly researching the company and practicing common tech sales interview questions.
Look for industries and sectors that interest you and evaluate their sales opportunities. Study each company's products, target market, and sales strategies. This knowledge will help you tailor your application and demonstrate your genuine interest during interviews.
Showcase your passion for tech and your ability to drive sales. Be ready to discuss how you've handled challenges in the past and how your skills align with the company's needs.
Embrace continuous learning
The tech industry is ever-changing, so the learning process shouldn't end once you secure a job.
Embrace continuous learning by attending workshops, webinars, and training sessions offered by your employer or external sources. Stay updated on emerging technologies and market trends to stay ahead in the field.
Leverage internships and entry-level tech sales jobs
Seek out opportunities that offer hands-on experience, allowing you to develop essential skills while learning from seasoned professionals.
Even if the position is not your ideal job, the experience gained can be invaluable when applying for future roles. Show enthusiasm, take initiative, and go above and beyond to demonstrate your commitment and potential.
How to create winning software sales portfolio deliverables
Yes, you can create a portfolio to help you break into tech sales in 2024.
Software sales portfolios aren’t just for an aesthetic, they serve as evidence of your milestones and high-ticket accounts you’ve successfully secured in the past.
Here’s a piece of advice from Alvin Tai of Cloudflare:
“You’re not trying to close on a job offer. You’re trying to close on a first call.”
Alvin summarized a few key tips to crafting a winning sales resume, but you can apply a few of these same tips for your sales portfolio as well.
Treat your sales portfolio as your arsenal of weapons to help you pitch yourself to the job recruiters. It’s just like pitching or selling a new product or service to a new prospect: you’re gathering evidence and resources that clearly showcase your value to a stranger.
Contrary from a typical design portfolio, software sales portfolios are more focused on showcasing results, achievements, testimonials, and key metrics achieved.
You can showcase various assets in a tech sales portfolio, including:
- Contracts
- Invoices
- Receipts
- Sales proposals
- Quotes, reviews, ratings, and testimonials from happy customers
- Sales quotes
- Sales reports, charts, graphs
- Sales certificates, awards, or achievements
The key to creating a tech sales portfolio that will land you your dream job in software sales is to craft a clear narrative that speaks to your selling skills, prospecting skills, ability to collaborate, and your ability to put together a convincing proposal.
Software sales portfolios are a chance for you to make your case on why you would be the best candidate for a specific role. Treat your portfolio as a resource to help provide more context and proof behind your experiences listed on your resume.
The beauty of creating a tech sales portfolio is that you can treat this like pitching to a new prospect. Choose from different formats, like a website, a PDF, a slide deck, or a video. If you have experience selling complex software, you might opt to create a slide deck or a video that walks the viewer through your sales process or to showcase your demos.
Don’t know where to start? Here are a few successful examples of software sales deliverables and work samples to help your job application stand out.
1. The “Mock Webinar Deck”
This “mock webinar” sales portfolio example by Scott Barker landed him his first job at GTMnow.
Here’s why this sales portfolio works:
- Addresses potential objections the interviewers might have
- Showcases extra recommendations and quotes from past leaders Scott worked with
- Shows his personality and ability to create a webinar sales deck
- Presents an outline of Scott’s first 90 days in the role if hired
This type of tech sales portfolio showcases Scott’s ability to treat the job opportunity as another sales pitch. The frosting on the cake is the 90-day plan he created to help the interviewers see that he already had a plan in place to succeed if hired.
2. The pitch-worthy cover letter
We get it, not everyone’s a fan of cover letters. But if you’re transitioning from a niche industry to break into tech sales, cover letters help provide more context on how your past experiences can translate into a B2B SaaS-focused sales role.
The key here is to write cover letters customized to each job you’re applying for the same way you might customize your sales pitch to individual prospects.
Here’s an example of a cover letter by Zach F. on LinkedIn that landed him multiple job offers in 45 days.
Why this cover letter worked: Zach had recently exited a coffee company he started a few years prior and wanted to provide extra context around his situation going from a founder back to doing software sales. He also pulled requirements from the specific job description to talk about how his skills applied to those requirements.
3. The "thought process" deliverables
Whether you’re talking about talking to a job recruiter or a new sales prospect, always remember this: Show, don’t tell.
You can verbally talk about your abilities and skills, but being able to show your thought process with tangible deliverables and examples are what will set you apart from the rest.
Here’s an example from the LinkedIn newsletter “Successful on Purpose” by Maya Grossman of a deliverable that can help you showcase your skills that are applicable for a tech sales role:
Why this approach works: Being able to create visual assets that showcase your impact is crucial to helping the interviewers understand your thought process and impact better. They also serve as important talking points you can leverage during your job interview.
Getting into tech sales in a nutshell...
Here's the TLDR version of how to get into tech sales and succeed as B2B sales professional:
- Develop strong interpersonal and communication skills as your core foundation for successful sales.
- Keep an adaptable mindset, as sales environments can change rapidly.
- Familiarize yourself with the latest sales technologies, including CRM systems and AI tools, to stay competitive.
- Consider specializing in a particular industry or niche to demonstrate expertise to potential employers.
- Cultivate resilience and a growth mindset (sales can be challenging!) to turn setbacks into moments of learning and improvement.
And, above all, be persistent, determined, and passionate about the products or services you'll be selling. Success in sales often hinges on a genuine belief in what you're offering and a commitment to helping customers solve their problems.
Additional tech sales job resources
- Effective Sales Mindset
- Motivational Sales Quotes
- Beginner's Guide to Maximizing Inbound Sales
- Actionable Tips to Elevate Your SDR Game
Land your dream tech sales job at Seamless.AI
Ready to work for a great sales team? See the available jobs at Seamless.AI today.
Seamless.AI was recently recognized as one the top Startups by LinkedIn, as well as one of the Best Company Cultures for 2023, along with Best Work-Life Balance in 2023, and 2024 Best Places to Work in Columbus.
Here are some skills we value here at Seamless.AI:
1. Have a positive outlook
A positive outlook is like a beacon of light that illuminates the workplace and uplifts team morale. At Seamless.AI, we understand that a positive attitude can foster innovation, collaboration, and resilience.
Seamless.AI looks for candidates who demonstrate enthusiasm, optimism, and a can-do attitude. We value individuals who possess the ability to inspire and motivate their colleagues, even in the face of adversity. By hiring individuals with a positive outlook, Seamless ensures a workplace culture that thrives on positivity, productivity, and continuous improvement.
2. Be coachable
The ability to be coachable is a crucial trait that Seamless.AI seeks in potential tech sales hires.
During the hiring process, Seamless.AI looks for individuals who display humility, a willingness to listen, and a desire to develop new skills.
By prioritizing coachability, Seamless.AI cultivates a learning culture where employees can continuously improve and adapt to changing circumstances.
3. Hardworking
Success rarely comes without hard work and dedication.
We value candidates who demonstrate a strong work ethic, commitment, and the drive to go above and beyond expectations.
When evaluating candidates, Seamless.AI prioritizes evidence of a track record of hard work and achievements. We seek individuals who are self-motivated, proactive, and consistently deliver high-quality work.
4. Have a "Whatever it takes" mindset
In a fast-paced and competitive business environment, having a "whatever it takes" mindset is invaluable.
Challenges arise, obstacles emerge, and unexpected situations demand immediate action. People looking to get into tech sales who are resourceful, adaptable, and driven to find solutions regardless of the circumstances are bound to excel at our company.
