Cracking the Code: How to Build a Career in Tech Sales

Tech moves fast. Like, blink-and-you-miss-it fast. One week there's a new app that promises to organize your entire life, the next there's some AI tool everyone’s raving about that’s supposed to make your job 10x easier. But here’s the thing—no matter how cool or powerful a product is, it won’t sell itself. That’s where tech sales comes in. So, what is tech sales exactly? It’s the art (and a bit of science) of connecting people with technology that solves real problems. Whether it’s a sleek SaaS platform or a mind-blowing piece of hardware, someone has to explain why it matters, how it works, and why a potential buyer should invest. That someone? A tech salesperson. Now, if you’re wondering what is a tech sales job like, picture this: You’re talking to potential clients, understanding their pain points, and showing them how your company’s product makes their life easier, better, faster—whatever the goal is. It’s part detective, part storyteller, and part problem-solver. The best part? You don’t need to be a coder or have some fancy computer science degree to break in. What you do need is curiosity, hustle, and a knack for figuring out what makes people tick. If you're the kind of person who gets excited about new tech and loves talking to people, you're already halfway there. Tech sales roles are in high demand—startups and big-name companies alike are constantly on the hunt for folks who can translate complex tools into real-world value. And the career path? Super flexible. From Sales Development Representatives (SDRs) to Account Executives, there are tons of ways to grow, specialize, and build a pretty solid career. In this guide, we’ll dive deeper into what tech sales is, what kinds of roles exist, how to break into the industry (even if you’re coming from a completely different background), and why this might just be the career change you've been looking for. Also read: How to Get Into Sales: A Guide to Selling Medical Devices and Tech What Is Tech Sales, Really? Let’s strip it down to the basics. At its core, tech sales means selling technological solutions—be it software, hardware, or services. That might sound simple enough, but the landscape is vast and complex. One day, you could be helping a small business adopt a cloud-based customer relationship management (CRM) tool; the next, you might be consulting with an enterprise client on a multi-million dollar cybersecurity suite. Here’s a snapshot of the three main categories you’ll encounter in tech sales: 1. Software (SaaS and On-Premise) Software sales dominate the tech sector. Products here range from digital signature tools to marketing automation platforms. SaaS (software-as-a-service) is especially hot—it refers to subscription-based software accessed online, and it’s become the default model for many companies. 2. Hardware Think laptops, servers, smartphones, wearables, and accessories. These physical products form the backbone of tech ecosystems. In a hardware sales role, you’re often selling both the product and its compatibility with other software systems. 3. Services Some tech companies provide IT support, cloud infrastructure management, consulting, or other professional services. Selling these offerings involves deep discovery with clients to understand their internal gaps and long-term goals. Getting Started: Your First Steps Into Tech Sales Breaking into tech sales can feel like learning a new language. But plenty of people make the leap—even from non-tech fields like retail, hospitality, or education. If you’ve ever convinced someone to try a new brand, upgrade their purchase, or stick with a service, you already have transferable skills. Here’s how to kick off your journey: Learn the Language: Get familiar with the sales terminology (like leads, CRM, pipeline, conversion rates) and tech lingo (cloud computing, AI, APIs). There are tons of free resources—blogs, YouTube channels, newsletters, and LinkedIn groups. Build a Basic Tech Stack: You don’t have to be an engineer, but you should know how common tools like Salesforce, HubSpot, Slack, and Zoom work. Some platforms even offer certifications. Highlight Your Existing Strengths: Are you a great communicator? Do you thrive in fast-paced environments? Can you handle objections without getting flustered? Frame these qualities in your resume and interviews. Apply for SDR or BDR roles: Sales Development Representatives (SDRs) or Business Development Representatives (BDRs) are typically entry-level roles that focus on generating leads and qualifying prospects. They’re the foot-in-the-door gigs that can launch long-term careers. Also read: Is Hirey legit? Here's what you need to know Day in the Life: What Tech Sales Professionals Actually Do The daily responsibilities of a tech sales rep can vary based on the company, product, and role, but generally include: Researching potential clients to understand their business and pain points Reaching out to leads via email, phone, and LinkedIn Demonstrating products in meetings or demos Answering questions and handling objections Negotiating contracts and finalizing deals Updating CRM software to track activities and manage relationships In some cases, especially for enterprise sales, you’ll work closely with technical consultants, customer success teams, and even product managers to tailor solutions for big clients. Salary Expectations and Growth Potential One of the biggest draws of tech sales? The earning potential. While base salaries vary depending on experience and location, the commission structure in tech sales is often quite generous. Entry-level SDRs/BDRs: Typically make $45,000–$70,000 in base salary, with an additional $10,000–$25,000 in commissions. Account Executives (AEs): Mid-level roles can earn $80,000–$120,000 base, with commission pushing total comp well into six figures. Enterprise Sales or Sales Managers: These roles can exceed $200,000+ annually when commissions and bonuses are factored in. Add to that perks like equity, healthcare, 401(k) matches, and remote work flexibility, and you’ve got a compelling package. Tech Sales vs. IT Sales: What’s the Difference? Okay, so you’ve probably heard people throw around terms like “tech sales” and “IT sales” like they’re the same thing. And yeah, they do sound pretty similar at first glance. Both involve selling technology, right? But once you dig a little deeper, the focus and day-to-day work in these roles can be pretty different. Let’s break it down: Tech Sales is usually all about bringing in new business. It’s fast-paced, high-energy, and focused on growth. You’re the one out there finding potential customers, giving demos, and closing deals—often with software, platforms, or cloud-based tools. It’s like being the front line of innovation, where your main goal is to show people how this shiny new product can change their life (or at least their workflow). IT Sales, on the other hand, kicks in a bit later in the customer journey. These folks are more about making sure everything runs smoothly after the sale is made. Think long-term support, systems integration, troubleshooting, and recommending upgrades or add-ons. IT sales often revolves around hardware, networking solutions, infrastructure, or managed services, and the focus is on building trust and helping clients get the most out of what they’ve already bought. Here’s an easy way to picture it: Tech Sales = The Hunter. You’re chasing down new leads, landing big accounts, and opening doors. IT Sales = The Gardener. You’re nurturing relationships, helping things grow, and making sure clients stay happy and supported. Both are super valuable, just different vibes. If you’re more of a people-person who thrives on new challenges and loves the rush of closing a deal, tech sales might be your jam. If you’re into building long-term relationships and enjoy solving problems over time, IT sales could be a better fit. Either way, both paths can lead to exciting opportunities in the tech industry. It just depends on where your strengths (and interests) lie. Also read: In the increasingly complex world of hiring platforms, here's why customers chose Hirey Why Tech Sales Could Be Your Dream Job So, why should you consider jumping into tech sales? Here are five solid reasons why this could be the career move you've been waiting for: 1. You’ll Be at the Cutting Edge Let’s face it—tech is where the future is happening. From the latest AI tools to emerging blockchain technologies, tech sales reps are often the first to see what’s coming down the pipeline. You’ll get insider knowledge of products that could be industry game-changers, and you’ll know exactly who could benefit from these innovations. Whether it’s a futuristic app or a breakthrough piece of software, being a part of the sales team means you’re in the know, at the forefront of tech. 2. You’ll Always Be Learning If you’re the type of person who thrives on new challenges, tech sales is like a never-ending learning adventure. The tech world evolves constantly, and you’ll always have something new to master. It might be a new CRM (customer relationship management) tool that helps you stay organized or diving deep into a client’s unique use case to figure out the best solution. You’ll never get bored, and every day will bring new things to discover and understand. Plus, that curiosity of yours? It’ll definitely pay off. 3. It’s Social and Strategic Forget about sitting in a cubicle cold-calling all day (at least, not for long). Tech sales is about building meaningful relationships, understanding what clients need, and finding creative ways to solve their problems. You’ll get to work closely with clients, hear about their pain points, and develop strategic solutions that make a real difference. It's social in the sense that you’re constantly interacting with people and building rapport, but it’s also strategic because you’ll need to think critically to match the right tech with the right customer. It's a mix of talking and problem-solving, all in one. 4. It Opens Doors Here’s a cool perk: Tech sales can launch your career. Many people who start in sales end up climbing the ladder to higher-level positions in just a few years. Whether you’re interested in becoming a VP of Sales, transitioning to a product management role, or even starting your own tech startup, sales gives you a unique foundation. You’ll learn how businesses run, understand client needs, and get the chance to network with key decision-makers—all of which opens doors to bigger opportunities in tech. 5. Stability Meets Growth Tech is one of the few industries where you get to be part of something that’s constantly growing, while also having job security. As companies continue to digitalize and rely on technology to drive their business, the need for tech sales professionals is only increasing. So, not only will you be working in a fast-paced, innovative field, but you’ll also have a steady career with plenty of room to grow. The demand for skilled tech salespeople shows no sign of slowing down, so you’ll be in a solid position for years to come. Tech sales is an exciting career that combines innovation, problem-solving, and relationship-building. With a focus on new technologies and strong demand for skilled professionals, it’s an ideal path for those who love to learn, engage with people, and work at the forefront of the tech world. You don’t need a tech degree to get started—just curiosity and communication skills. If you’re looking for a career with growth potential, stability, and the chance to shape the future, tech sales is a great choice! Also read: App reviews can be manufactured and misleading. Here's what legit users have to say about Hirey.