How to Get Into Tech Sales

Key takeaways

Working in tech sales tends to pay well given the specialized knowledge required to be successful.

• In this type of role, you’ll sell SaaS, hardware, and IT solutions to other businesses.

• You can break into tech sales with a few years of sales experience and by developing your product and technical knowledge.

• Jobs in sales, such as sales engineering, will potentially grow at a rate of 5 percent from 2024 to 2034, according to the US Bureau of Labor Statistics (BLS) [1].

Learn more about how to get into tech sales. If you’re ready to build your sales knowledge, consider enrolling in the Salesforce Sales Development Representative Professional Certificate. In as little as three months, you can learn about the sales development representative role and build a portfolio. By the end, you’ll have earned a career credential to showcase on your resume and LinkedIn profile.

What is tech sales?

Tech sales involve selling software as a service (Saas), hardware, or IT solutions to other companies, also known as business-to-business (B2B) sales. In this role, you'll need to have specialized knowledge of the product you're selling.

• SaaS sales involve to selling cloud-based applications.

• Hardware sales involve selling physical components, such as computers.

• IT sales involves selling troubleshooting services for organizations that don’t have an in-house IT department.

Is tech sales a 9–5 job?

Tech sales positions can follow a typical 9 a.m. to 5 p.m. work schedule, though that’s not always the case. As a professional in tech sales, you should be prepared to have a flexible schedule. When the work volume is high, or you’re focused on closing a deal, you might work overtime. In addition, client meetings and other networking opportunities can require professional work outside of your typical office hours.

How to get into tech sales

Working in tech sales requires product knowledge on top of standard relationship-building and selling skills. Here are four important steps to qualify for this type of position.

1. Complete a technical education.

While a degree isn’t always a formal requirement in tech sales, having a bachelor’s degree in an area such as computer science, information technology, or engineering is certainly an advantage since it is designed to help you gain the technical knowledge you will use on the job. Other bachelor’s degrees, such as business, are valuable for developing marketing and selling skills. 

2. Gain sales experience.

If you have prior sales experience in a non-technical role, this can be a valuable asset when looking to transition into tech sales. Many of the skills you developed in other sales roles will carry over to tech sales. Experience also allows you to show employers you’ve succeeded in a sales role before.

4. Explore certifications.

Certifications are an effective way to supplement your resume and develop skills within specific areas, whether that’s a sales certification or a tech certification. For example, you can earn a certification from the National Association of Sales Professionals (NASP) through the Certified Professional Sales Person (CPSP) program to learn about guiding customers through the entire sales process and effective communication skills. 

5. Pick a market.

Aspiring candidates run the risk of staying too broad. What can help you stand out in a competitive job market is speaking intelligently about a specific market, even without formal experience.

• Pick a niche, such as cybersecurity, fintech, AI tools, CRM platforms

• Learn the problem it solves

• Understand who purchases it and why

• Study competitors and positioning

• Be able to explain it simply, like you would to a prospect

6. Network.

To improve your chances of finding a tech sales job, you could focus on growing your network. You can reach out to recruiters or employees who work for companies you’re interested in so that you can learn more about the company while also developing valuable relationships. LinkedIn is one way to utilize your networking efforts and connect with new people.

Tech sales skills

Working in technical sales means you need to develop your selling ability and gain technical knowledge as well. Here are some of the key skills to develop:

• Product or market knowledge

• Customer relationship management (CRM) tools

• Relationship development and interpersonal skills

• Time management

• Communication

• Problem-solving

• Active listening

• Emotional intelligence

• Ability to handle rejection

4 tech sales job titles

Within tech sales, you can find various positions. What differentiates these positions is where and when they play a role in the sales process, whether identifying potential clients or closing deals with clients. You can also find tech sales positions where your technical responsibilities are especially relevant, as you will be the main resource for clients with questions about the tech. 

Here’s a look at some common tech sales positions and their responsibilities.

All salary information represents the median total pay from Glassdoor as of May 2026. These figures include base salary and additional pay, which may represent profit-sharing, commissions, bonuses, or other compensation.

1. Sales development representative

Median total pay (US): $101,000 [2]

The sales development representative, or SDR, is generally an entry-level position. In this role, your main focus is finding prospective clients as the first point of contact and setting up future meetings for the sales team to build the relationship further and work toward a deal.

2. Account executive

Median total pay (US): $127,000 [3]

As an account executive, you will take the established leads and attempt to grow those relationships, ultimately turning leads into clients. In addition to closing new deals, you will work with existing accounts to find ways to continue providing value.

3. Sales engineer

Median total pay (US): $155,000 [4]

Sales engineering puts you in a unique position between the sales and development teams. In this role, you will perform research to assist in the development of products while also engaging with clients to provide support and properly explain technical components.

4. Technical sales representative

Median total pay (US): $127,000 [5]

As a technical sales representative, you will sell technical equipment, whether hardware or software products. This means you need technical knowledge of these types of products and the ability to explain them to users, as well as the ability to understand customers' needs and find solutions.

Is tech sales a good career to get into?

Working in tech sales often means higher salaries given the required technical knowledge. The amount you earn can be further increased thanks to commissions.

Sales roles may be at risk of AI disruption, according to research from Microsoft [6]. But tech sales reps who know how to work with different AI tools can use the technology to their advantage. For example, using an AI notetaker during sales calls and then using it to synthesize a potential client's needs, goals, and other factors can help you sell to them.

Find tech sales resources to advance your career

Explore tech industry trends, and access helpful career tips by subscribing to Career Chat, our LinkedIn newsletter. Then, check out these resources for more guidance:

• Build your knowledge: Information Technology (IT) Terms: A to Z Glossary 

• Find your role: 3 Ways to Use GenAI for Your Job Search 

• Watch on YouTube: Is Sales the Perfect Career for You? Career Deep Dive

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