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Discover the most common career paths in tech sales

Tech sales is a booming area within the tech industry.

A guide to your career in tech sales.

Tech sales is a booming area within the tech industry.

With 2 out of 3 most frequently filled roles In the tech sector, it is sales roles that make career prospects look very good. It's important to conduct thorough research and understand the available sales roles and career paths to decide whether tech sales is the right career path for you. Tech sales teams usually have well-defined roles with different responsibilities along the sales process. Here is a brief overview of five common positions and career paths in tech sales:

1st entry level: Sales Development Rep (SDR) /Business Development Rep (BDR)

Most start their career in tech sales as an SDR or Sales Development Rep. An SDR researches and generates new leads, and ensures that these potential customers have a need for the product (and can afford it). In this tech sales role, you'll develop relationship-building skills by communicating with customers via email and phone, giving them the information they need, and making a purchase. While in some companies, an SDR accompanies the customer through to closing, an SDR usually hands over qualified leads to the account executive, who is responsible for closing the deal. SDRs deal with multiple leads at the same time, which means they need to be highly organized.

  • Average salary (2022): €36,488

2nd Account Executive (AE)

The next step on the career ladder in tech sales is the account executive (AE). AEs will generally have less outreach and prospecting but will constantly communicate with customers to maintain them until they close. Your role is to close deals. As an AE, you have your first opportunity to actively manage a tech sales team, usually two or three SDRs. You'll be present at demos with your customers to show the value you can offer and also hold meetings where cost and contract details are discussed. Since a large part of your time is spent in personal contact with team members or customers, strong social skills are of great importance.

  • Average salary (2022): €43,745

3rd Sales Manager

A prestigious role as a sales manager in tech sales is a big step in your career. It is a leadership role that comes with a generous salary and great responsibility. You are given sales quotas and development plans, and it is your responsibility to implement them by managing your teams of AE and SDRs. A tech sales manager needs excellent leadership and motivational skills as well as a firm understanding of sales goals and budget management. You will also personally manage each team member by knowing their strengths and needs and promoting them with professional development. Depending on your company's hierarchy, you may also be responsible for recruiting, hiring, and firing.

  • Average salary (2022): €63,859

4th Enterprise Account Executive (EAE)

The role of Enterprise Account Executive is not a linear development of an SDR or AE, but a very individual tech sales role that offers great experiences in customer relationships. These experiences can be invaluable later on in your career. EAE expand the market for your company's product to customers and countries outside the normal range, giving you much more freedom in how and when you work. A large portion of your time away from the office is spent meeting potential clients at work, which can make this role pretty lonely for some.

  • Average salary (2022): €68,923

5th account manager

As soon as an account executive has closed a deal, the role of account manager begins. This tech sales role is crucial for the long-term success of a company. An account manager ensures that customers are happy by making sure they continue to use and pay for the product, even over many years. Regular contact with customers, either in person or by telephone and email, provides them with support, solves problems and convinces them to extend contracts and sign up for new innovations or developments. The key to this tech sales role is the ability to build and maintain long-term relationships with customers to understand their needs and provide them with the added value they need.

  • Average salary (2022): €55,000

These are the most important career opportunities in tech sales. However, if you're ambitious and want a long-term career in tech sales, you could end up as VP of Sales or Chief Revenue Officer — prestigious positions with salaries of over €300,000.

When you're ready to start your career, Hyrise can help you find the perfect job and provide you with everything you need to get started.

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