Six practical steps toward a tech sales career

Updated September 2026. This 2024 guide has been updated to reflect the current job market and re:WORK’s broader career model.

Tech sales can offer a path into the technology sector, but there is no single route or guaranteed outcome. A strong start combines role research, relevant practice, credible evidence, and professional relationships.

1. Learn the role

Compare business development, sales development, account executive, customer success, and other titles. Responsibilities vary by employer. Speak with people doing the work before assuming one description fits every team.

2. Map your experience

Customer service, organizing work, teaching, recruiting, and other backgrounds may provide useful skills. Identify evidence of research, communication, persistence, and judgment.

3. Practice the work

Research an employer, write a relevant outreach message, prepare discovery questions, and track follow-up. Practice should produce examples you can discuss honestly.

4. Build relationships

Seek perspective from professionals, alumni, and peers. Approach people with a clear question and respect for their time. A referral is neither required nor guaranteed.

5. Prepare for hiring

Tailor your application, practice behavioral stories, and ask informed questions in interviews. Understand compensation, expectations, and the support a company offers to new hires.

6. Keep learning

Track responses and stage movement. Use the evidence to improve your targeting, messages, and preparation while protecting a sustainable weekly rhythm.

Put it into practice: Research two entry-level roles at different employers and write down how the responsibilities differ.

Explore the Go To Market Career Academy and the current candidate pathways.