How I Landed a Career in Tech Sales
If you're interested in pursuing a career in tech sales, try these 3 methods
Despite the headlines you’ve seen about mass layoffs - there is still so much opportunity out there. The tech industry is thriving, and sales roles will continue to be in high demand. Now landing a job in this field can be competitive, so it's essential to have a plan and take strategic steps to position yourself as a strong candidate.
In this blog post, I’m going to outline some key strategies for landing a job in tech sales.
Develop relevant skills and knowledge
To succeed in tech sales, you'll need to have a strong understanding of the industry and the products or services you'll be selling. Take the time to research different companies and their offerings, and try to stay up-to-date on industry trends and news.
Examples -
Salesforce Trailhead (FREE) - Most medium/large sized tech companies leverage a CRM (customer relationship management) software, most commonly Salesforce. They offer free courses to help you learn the basics (and complexities) of the tool.
Other tools to familiarize yourself with - CRM (HubSpot), Sales engagement tools (Outreach.io, Salesloft), LinkedIn Navigator. There’s plenty more - however I’d stick with focusing on these 3.
LinkedIn Learning ($~20-40 per month) - There is SO much gold in here! I’ll admit - I slept on this for too long and I’ve regretted it. There’s tons of great speakers - here are a few of my current favorites.
Shade Zahrai - https://www.linkedin.com/learning/instructors/shade-zahrai?u=2107340
Women in Leadership - https://www.linkedin.com/learning/paths/women-in-leadership-3?u=2107340
Mory Fontanez - https://www.linkedin.com/learning/mastering-organizational-chaos/your-business-can-thrive-without-chaos?autoplay=true&u=2107340
2. Network with people who are in it
Networking is critical for landing a job in any field, and tech sales is no exception. Take a skim through your existing network - does anyone currently work in the industry or at the company you’re applying for? If the answer is ‘no’, don’t be discouraged, the internet has made this accessible and your fingertips (i.e. LinkedIn). A few way you could go about it -
Engage in posts and send direct messages via LinkedIn to people doing what you aspire to do. Recognize that person and express your admiration for their accomplishments and achievements. If you have something in common - share something that may be of value (Ex - I saw in your post you enjoy X types of podcasts, here’s one I’ve been loving). If you’re fortunate to get a ‘yes’ - act quick and make it a seamless experience to coordinate on a time to connect. Prepare topics/questions for your call to make the most out of your time together.
Show appreciation & again - if you don’t ask the answer is already no. You have nothing to lose, and so much to gain.
Also - be sure to join communities filled with people who have the job you aspire to have - such as Women in Tech.
3. Consider starting in an entry-level role
If you're having trouble landing a tech sales role right away, consider starting in an entry-level sales or marketing role to gain relevant experience. This is how I landed my first job in tech - and how I’ve helped many others do the same.
In my experience, many AE (Account Executive) or AM (Account Manager) hiring leaders will skip over candidates applications who do not have experience selling SaaS (subscription as a service). Even if you have sales experience, there is still a steep learning curve with the software used internally, industry terminology, understanding the technical capabilities/complexities of the software you’re selling, etc. I’m not saying they won’t hire anyone without this experience, I’m just saying if there are other candidates with this experience, you will be at a disadvantage.
I’ve seen many people take pay cuts to do this - and I’m not saying that will work for everyone depending on your circumstances, but for many this pays off in the long run. Take one step back, 3 steps forward.
Learn to Earn
Starting in an entry-level role can also provide opportunities to network with industry professionals and potentially move up within the organization over time. Entry level sales roles in SaaS are traditionally focused on inbound follow up or outbound prospecting - sometimes a combination of both, and are commonly titled one of the following -
Sales Development Representative (SDR), Business Development Representative (BDR), Marketing Development Representative (MDR), Account Development Representative (ADR)
These roles often sit within Sales, however at times can be folded under Marketing, depending on the organizations Go-to-Market strategies.
Let me know if you found value in this post - comment below, post on LinkedIn & share with a friend who may find value as well!