suhdude

Sales Rep

Why'd you get into tech sales and realistic income potentials

For those in tech/SaaS sales, why did you get into this industry (as opposed to med device sales, financial services, pharma, solar, real estate, etc.) and what have been some pros? I'm considering transitioning from life insurance/retirement planning 'sales' and the OTE is pretty comparable either direction (150-300k as I've seen for enterprise AE's) so income potential isn't a huge differentiator either way (unless there's a realistic chance of taking home 300k plus in tech sales which seems very few accomplish.) Being 100% commission based w/ insurance can be rather stressful but gives complete freedom of schedule as you're 1099 and not W2. What do you like most about your job/tech industry and what do you see that I don't see about the benefits of working as a software/tech sales rep?

Also, if I did transition into tech sales how tough do you think it would be to land a role and would I have to start SDR given the lack of industry experience. Studied industrial engineering in college but dropped out after 3rd year so not sure how that would effect the job search.

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84 comments

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braintank

Politicker

Enterprise Account Executive

Very realistic to take home more than $300k in enterprise SaaS sales.

suhdude

Opinionated

Sales Rep

What would you say is a realistic range then after 5-10 years of crushing it? I've looked on RepVue and a few other sites and I see top earners all the way to 800-900k but most seem like OTE is 250-300k.

braintank

Politicker

Enterprise Account Executive

500K+

Granted there will be ebbs and flows.

braintank

Politicker

Enterprise Account Executive

and @suhdude to answer your "why" question:

short answer: Because that's where the money is.

long answer: Stumbled into tech sales. Studied PR and journalism in college. Never considered myself a techie, but I follow current events closely and cyber-warfare headlines grabbed my attention. Coincidentally at that time (2007-ish) it was Russia attacking its neighbors.

Had offer from PR agency I interned at for $25-30K salary. I'd spend the day writing banal press releases and mass-faxing publishers.

Went to career fair on a whim and ran into a company who made network emulation software. I made a connection between what they did and recent headlines that piqued their attention.

They sold me on sales. Explained if I liked to talk & could type coherent sentences I'd make a lot more money in sales vs PR.

They were right.

I've had most luck sticking with security SaaS because there is always a demand and a budget. Plus it's always evolving so you have options.

Based on what you're describing the benefits of SaaS are:

1) high margins, and large b2b transactions which yield high commissions

2) base salary to keep bills paid during lean months

3) benefits and equity

My company takes work-life balance seriously, and I work from home, so I have a lot of freedom in my schedule.

If you wanted to make the switch I'm confident you could land an AE gig (if you have a good resume and interview well). No degree is no problem if you've got 2 years closing experience.

Just don't go to a Series A...

suhdude

Opinionated

Sales Rep

Interesting, I've definitely considered the cybersecurity space. Appreciate the perspective!

theSADNESSisreal

Executive

SAD

Are you hiring?

Grown my income to almost 250k by continuously exceeding quota but I'm in account management not AE and can't scale my book to 500k anytime soon...

braintank

Politicker

Enterprise Account Executive

Yes. Hiring SDRs, AEs and AMs.

If only we had DMs
All I can say is cloud security ☁️

AustinOG

Executive

Acvount Executive

Lots of shake up on the sales side going on over in that cloud, no?

braintank

Politicker

Enterprise Account Executive

What do you mean?

AustinOG

Executive

Acvount Executive

You said “think cloud security”. If you are referring to the Prom Queen of cloud security - where there’s a Falcon in the cloud, you recently lost a hero of a CRO and his mentor - a huge supporter of all things sales stepped down from the board shortly after after having cashed in $42M of his chips in the company. Their loyal troops will follow soon enough. But back on topic that $42M equity payout is the real upside with Tech.

NotCreativeEnough

Big Shot

Professional Day Ruiner

cybersecurity is where its at. It doesn't matter how bad the economy gets, you will always have a job because your product is not option to your customers. You may make less than during a good economy, but less is better than 0.

suhdude

Opinionated

Sales Rep

@NotCreativeEnough @AustinOG @braintank I've heard from a few people that saas sales is a 'young man's game' - are there many who are still in a purely sales role (not sales management) in their 40's and 50's? It seems like most move into management positions and/or entirely out of sales when they hit their 40's. I could be completely off here just the feedback I've received thus far. I'm just wondering what it looks like 20 years down the road and beyond.

braintank

Politicker

Enterprise Account Executive

FWIW I'm 36 and an am individual contributor for life. I'm the youngest on my team by several years. There are plenty of silver fox SaaS AEs.

looper1010

Celebrated Contributor

Solutions Specialist

Echoing this! I switched from finance to cloud security and my salaried doubled to the range you're talking about!

looper1010

Celebrated Contributor

Solutions Specialist

There are plenty of silver foxes working in SaaS sales. These are usually the folks with 5-10+ years experience who have built up a book if business and incredible network of partners.

looper1010

Celebrated Contributor

Solutions Specialist

I'm the youngest as well, same age as you, lol!

NotCreativeEnough

Big Shot

Professional Day Ruiner

plenty of guys in that age bracket. They just have a solid book of accounts/contacts they sell to and stay pretty low key while collecting checks lol.

leitchpeach

Global Account Manager

Is this in the APAC market or US? What are the companies you think are promising?

CoorsKing

WR Officer

Retired King of the Coors Knights

Why I got into SaaS = Money.
Realistic OTE with 5 years closing = $300+ easy
My current company/trajectory has me in the high $300s in the next 2 years with path to $750k in the next 10

Thats just OTE though, my friend made well north of $1M W2 last year since accelerators are uncapped

suhdude

Opinionated

Sales Rep

Obviously there’s outliers in any industry, is it relatively common place in tech sales for people earning 500k plus as you’re describing (assumed years of experience as a stud closer that is) or is this just a handful of reps at each company? Just ask since I know ppl making 1-2mil in insurance but it’s a very small % of people

CoorsKing

WR Officer

Retired King of the Coors Knights

Well the $500K OTE is roughly a second line manager at my company which is 10-15 years experience on average from what I’ve seen. That’s pure OTE and not someone hitting 200% of a number

CuriousFox

WR Officer

🦊

Also it depends where you live, but the OTE potential is great.

CoorsKing

WR Officer

Retired King of the Coors Knights

Yeah this is true. I’m in SF so $500K is barely above the poverty line 😂

NotCreativeEnough

Big Shot

Professional Day Ruiner

relatively common place? No. Fairly easily doable? yes.

Long response to this:
If you want to be in the 500k+ bracket you have to be at a company with an amazing product. They have to have a firm grasp on their product, who the ideal customer is, and how to make it broad enough to encompass a massive amount of buyers while still making it awesome at what it does.

You have to crush it in more entry level roles to move up to the point companies are making you offers with those kinds of OTE's on them. Kill it in the SMB space, kill in the commercial space, move up to enterprise, and grow from there.

This is an industry where an average performer who misses quota as often as he meets it can make 200k still at the right company.

Basically to summarize my answer - the product you sell and the company you work for is everything and will determine how doable that 500k mark is.

suhdude

Opinionated

Sales Rep

@NotCreativeEnough "This is an industry where an average performer who misses quota as often as he meets it can make 200k still at the right company. "

How is that possible - I find that hard to believe? Maybe just b/c I've been 100% commission based my mindset is you only get paid when you produce.

NotCreativeEnough

Big Shot

Professional Day Ruiner

yeah I work in the data center hardware/storage space. AE's typically have a 6 figure base salary to start with then get commission on top of that. If you have a 120k base and only have to make 60k in commission that's pretty easy. For example, at my company a commercial AE, not even enterprise, has a 100-120 base (depending on experience), 120k/quarter quota on ACV, and gets 15% commission on ACV + incentives on other add on's. Then accelerators after that. so exceed quota 1 quarter and get accelerators, barely hit it another, slightly miss it the other 2, plus get paid on add-on's, its very doable.

Reviked

Contributor

Federal Account Manager

Data Center Hardware/storage. You work at EMC or Nutanix?

NotCreativeEnough

Big Shot

Professional Day Ruiner

nah. I did interview at Nutanix YEARS ago though. Kinda glad I'm not there, I don't really hear much about them anymore.

SethDavis

Fire Starter

Enterprise Account Manager

Where you at....let's "network"

CSwavey

AE (Account Executive)

How realistic is transitioning into an AE role in tech coming from a media/advertising vertical? Can you avoid SDR/BDR? 100% commission and hitting monthly sales targets over $300K.

SADNESSLieutenant

Politicker

Officer of ♥️

insurance is cool if you own your own book of business and have recruit reps to build business for you too. thats how Ed Mylett made his money, hella residual.

Tech is cool because the base starts at 50 and goes up to 100's and 200's for closers, with commision set to usually double that and if u a beast, triple and so on.

If you join the right company, IF its extremely rewarding. I'd suggest you start with a series C, with a fairly simple product, with solid glass door reviews and interview the companies u want to work for as much as they interview you.

Tech sales is where it's at.

https://bravado.co/war-room/posts/how-to-quit-like-a-savage-bad-advice-only-share-your-favorite-quitting-story-below-sadness-lieutenant

https://bravado.co/war-room/posts/how-to-go-from-jobless-to-offer-in-4-days-update-on-job-hunt-1-offer-2-next-stage-3-in-1st-stage-lfg

https://bravado.co/war-room/posts/what-are-some-good-questions-to-ask-in-an-sdr-interview

GL

Lioness

Good Citizen

Sr Field Enterprise Account Executive

What are the companies offering 200k+ base with 2x OTE?

SADNESSLieutenant

Politicker

Officer of ♥️

idk im an SDR, @poweredbycaffeine ?

looper1010

Celebrated Contributor

Solutions Specialist

Cybersecurity and Enterprise SaaS sales.

Lioness

Good Citizen

Sr Field Enterprise Account Executive

I'm in Enterprise SaaS and I'm not seeing those numbers. I'm not seeing anything above $340k OTE, $170K base. I haven't looked at cybersecurity, but I hear it's a knife fight and thus not worth the base.

suhdude

Opinionated

Sales Rep

Yeah that would definitely be the plan if I stayed (sell on my own, build a team, try to sell book of biz to PE after 10 yrs or so). You think I'd have any trouble landing a role w/out a degree? Dropped out of industrial engineering after 3 years.

SADNESSLieutenant

Politicker

Officer of ♥️

I had no degree too. Translate your skills from insurance and life into your pitch. Nbd

Sunbunny31

Politicker

Sr Sales Executive 🐰

I've always been a bit of a geek, so when I got my entry level job at a tech firm last century, it was more interesting to me than getting an entry level job at Kinko's. Fortunately for me, the delivery mechanism was nascent ASP (now called SaaS), and because I came in at the beginning and understood how to sell SaaS, I was hirable once the job market rebounded after the dotcom crash.

I find tech interesting, I can explain non-tangible processes relatively well, and am comfortable with it. I can't really explain what I've sold because I'll dox myself more than I already may have. I'm in tech, selling SaaS, and have been for more than 20 years, so it's a matter of landing that first job at the right time in an industry that has been growing and a delivery methodology that has been consistent.

suhdude

Opinionated

Sales Rep

What technology has been most interesting for you? One of my quandaries is I don’t really think all this technological development the last 10-40 years has really improved the quality of life for people (definitely a gross oversimplification here).

Sunbunny31

Politicker

Sr Sales Executive 🐰

I work with software that enables people to manage content. One cool application is the ability to store and manage archival content. As a fan of history, that’s satisfying. However, that’s a neat side benefit. Most companies don’t use the same software for that purpose.

What I do, for the most part, does not save the world. But I’ve watched too many of my friends and family struggle to make ends meet and/or stay sane while working in the caring professions. What I do benefits me and my family and the charities I can afford to support because I make a decent living.

Honestly, I think tech is cool. I do think much of it benefits us. Some is foolishness, and still other tech is harmful - we just haven’t figured out how to handle what we have at the pace we are going. For the most part, I really don’t worry about it. I’m not selling anything on the cutting edge, nor am I selling anything of questionable moral worth.

The most meaningful things I do in life are not related to work. I enjoy what I do, but I work in order to afford to do what I really enjoy.

suhdude

Opinionated

Sales Rep

Yeah 100% that makes sense. Appreciate the thoughts.

TennisandSales

Politicker

Head Of Sales

I was in financial services for 4.5 years focusing on life insurance and College planning.
Reasons I switched to Saas:
- you work with companies not individuals so your hours are much closer to 9 - 5 than in financial services where I was having appointments at 7:30pm on the reg and not getting home till 9pm.

- You have a base. This is of course huge and allows me to do my best work without fear of missing the mortgage payment.

- Remote work. I can work from home and dont have to be driving all over the place meeting with a family in person.

- more career opportunities. I wanted more control over my career path. In financial services it was ether rep or manager. In Saas i have switched industries, and companies to find the best fit.

- When i first started as an SDR my OTE was about $75K. Now as an AE my OTE is $260K and I have a clear path to $300K.

happy to chat more about this since I consider leaving Financial services to be the best move I ever made for my self and my family.

suhdude

Opinionated

Sales Rep

Yeah I'd love to connect with you, having to drive all over the place and meet at night/weekends definitely hasn't been the most fun. Is there a way to direct message here on Bravado (bit of a noobie here lol).

TennisandSales

Politicker

Head Of Sales

haha no there is not a DM function. We all have been asking for it. I guess going back and forth here may be our best option.

Im curious on how many years you have been in financial services for?

suhdude

Opinionated

Sales Rep

Not super long, started in August 2020. I’m 25 so still young enough to switch pretty easily either way

TennisandSales

Politicker

Head Of Sales

nice, so long enough to have a solid work history but not long enough that it can be hard to leave.

good for you.

are you actively looking right now? or just feeling it out?

suhdude

Opinionated

Sales Rep

Actively looking but not in a rush to make a decision. The tech world is pretty foreign to me so I’m trying to understand it and see if there are any companies with a mission/vision I could really get behind. The insurance stuff is cool because it provides real value to consumers when done properly, I’m just forecasting 5 10 or 15 years out, being bored of it potentially and having a real tough time transitioning to a B2B sales environment or having to essentially start from scratch as an SDR at like 35-40 lol.

TennisandSales

Politicker

Head Of Sales

yep. 100% agree.
I was 3.5 years in and realizing that every year im pretty much starting from 0 in terms of comp and how there was really no true end in sight. (residuals from certain products only go so far). so I realized I needed to get out.

I would look at the tools you currently use are your job and see if any of those companies have sales teams you could join.

Or any product geared towards financial services companies. your experience would be more valued there than other places.

suhdude

Opinionated

Sales Rep

How was that transition for you? Did you have to do the 12-24 months as SDR before moving up to an AE role?

Seems like easiest transition for me into tech would probably be fin-tech or something blockchain/crypto related.

TennisandSales

Politicker

Head Of Sales

yeah the transition had its ups and downs. I couldnt find an AE role at an actual software company. (lots of copier sales, point of sale system sales jobs would hire me but that was not what I was looking for.)

So i took the SDR job. The company was REALLY cutthroat but gave pretty good training.

I thought I knew how to cold call but I for sure had a bunch to learn.
I was not really good at being an SDR nor did I like it haha. I really liked being on a salary plus commission comp, but I found the SDR role to be super boring. But it was the easiest way to AE is software for me.

I was there for less than a year before leaving for an AE role at another company.

Yeah fintech/blockchain sounds about right. I wonder if you could get in to salesforce or something like that that has a division that sells to financial institutions

SirCloseAlot23

Politicker

Business Development

Do you know if your company has any openings in the Des Moines Iowa area.

Open for a change of scenery. Something with a better work/life balance .

TennisandSales

Politicker

Head Of Sales

unfortunately my company does not. I would first really understand what you are looking for in a new gig.

check out the jobs section on here as well.

insurance broker

Could i possibly connect with you as well? Currently selling life insurance and looking to swith into tech sales

1nbatopshotfan

Politicker

Sales

I got in by accident. I sold human services and my boss at the time thought I should transfer divisions. She was right. Earnings went from 180-200 up to 290ish in my first full year.

CuriousFox

WR Officer

🦊

Human services sounds shady 👀😎

1nbatopshotfan

Politicker

Sales

And I wouldn’t have it any other way. 🤐

E_Money

Big Shot

💰

I feel like mine is very similar to a lot of others, the "by accident' storyline. I never intended on being in sales or in tech/saas. It just kind of happened one day and I am still kicking it

But yeah great way to make money, definitely making more than I ever thought I would.

Valuecreator

Opinionated

Director of Sales

I think generally on here people inflate their incomes.

Kosta_Konfucius

Politicker

Sales Rep

Not just here, but I think glassdoor and repvue. People dont want to admit they arent a high performer even when its anonymous

Lioness

Good Citizen

Sr Field Enterprise Account Executive

I got into SaaS sales because I like the complexity of the sale and of the problems solved. The margins aren't too bad either.

Alot of people in SaaS complain about anxious micromanagers. If you like the 1099 lifestyle, that's something to consider.

Earnings north of $300K is very doable. Of course, this varies based on your skillset and the quality and integrity of your organization.

Stay away from organizations that are afraid of money (and consequentially charge far below market) and avoid companies that pay out less than promised in commission, and you should be fine.

suhdude

Opinionated

Sales Rep

How long from first SDR role up to enterprise AE/300k+ income would you say is a realistic timeline? Also, I've heard that SaaS sales is more of a 'young man's game' - are there many in their 40's and 50's in strictly sales capacities and if not what do most normally transition into at this point in their career?

Lioness

Good Citizen

Sr Field Enterprise Account Executive

You don't have to start over as a BDR. I've never been a BDR and my first role in SaaS was at the enterprise level.

I would encourage you to target at least SMB or corporate quota carrying roles. (Generally speaking if you've sold B2C, look for quota carrying roles at the SMB or corporate level. If you've sold B2B, try getting into a role that would have you selling to similarly sized orgs and/or closing deals of comparable size.)

From there, you can realistically get into an enterprise role within 2-3 years with 250k OTE on the lower end and move to 300K OTE with 5 years of SaaS experience under your belt.

Further to age, I don't often come across reps who are in their 40's and 50's. I think part of that is some people may think that mature workers aren't as ambitious or that it would be difficult/umcomfortable for people of that age range to have direct managers in their 20's and 30's. I would say look to organizations where the managers aren't mostly in their late 20's and early 30's and/or look to larger companies that want experienced reps.

Of course, you can demonstrate that you have hustle and would be able to hit the ground running by getting certified in popular sales methodologies and finding a space to specialize in and share articles on LinkedIn and comment on other's relevant postings.

When it comes to specializing, insuretech would likely be a good space to explore. I would say get really knee deep in understanding the competitors, the personas they sell to, the business model, OKRs, KPIs, etc...

Keep us posted on what path you end up pursuing.

suhdude

Opinionated

Sales Rep

@Lioness Appreciate the insights here. So if there aren't many in their 40's and 50's still in a purely sales role, what's the typical career transition at that stage aside from management (although it sounds like most managers are also pretty young as well)?

Defi, crpyto, blockchain and insuretech would definitely be the most logical transition for me.

Lioness

Good Citizen

Sr Field Enterprise Account Executive

People begin getting into management starting around late 20's/early to mid 30s at some tech companies.

I don't know if there is a "typical" career transition for people 40-50+. Some will consult and start a business. Some will get into an SAP or Oracle and leverage their experience to clean up, and some will have a really hard time finding a job.

To be clear, I've never seen anyone pushed out of a role due to age. Once you're in and you're producing and getting along well enough with people, you're good. It's more when it comes to switching companies that I would anticipate some friction.

My best advice would be to get into a larger tech company as soon as you can. They appreciate experienced sellers and prioritize outcomes; They are less concerned about you looking like someone they'd have a beer with.

suhdude

Opinionated

Sales Rep

Makes sense, I just ask this question as I'm sure there's some burnout that can inevitably happen later in your career and I want to have options to pivot if I so choose.

multipliers4life

Catalyst

Enterprise Account Executive

$300k is very realistic. A lot of it is like anything else: territory and timing.

DungeonsNDemos

Big Shot

Rolling 20's all day

Got into tech sales because:

-it's the best way for me to work from home

-tech offers great money with great benefits and equity (without a masters or special education)

-I can aspire to future higher earning roles that are also remote

-I can sell something interesting and often an emerging/growing product compared to what else is out there

-learn from and bump elbows with experienced and smart tech leaders

Pachacuti

Politicker

They call me Daddy, Sales Daddy

What do you believe in the most? Technology or Insurance? For me, I can only sell things I personally believe in &/or like. I would have a tough time with insurance because it really doesn't excite me like some of the technologies I have sold.

suhdude

Opinionated

Sales Rep

I like the financial planning, most people are totally clueless and just dump their money into 401k’s without understanding tax ramifications, mutual fund fees, etc.

I’m trying to be as open minded as possible here, what specifically has excited you about the technology you’ve sold?

Pachacuti

Politicker

They call me Daddy, Sales Daddy

Over time insurance/financial planning can probably pay better and more consistently than tech. I would rather have a consistent 10+ years than the roller coaster of what selling tech can provide. You don't see many tech sales people in the same job for 10+ years but you'll see financial planners, insurance guys, etc. in the same job for their entire career.

suhdude

Opinionated

Sales Rep

@Pachacuti why do you say tech sales can be a 'roller coaster' income wise?

Pachacuti

Politicker

They call me Daddy, Sales Daddy

I think I answered it above.

suhdude

Opinionated

Sales Rep

I understand that people frequently move from company to company within tech sales, but once you’ve got an established track record of success I’d imagine income would remain relatively consistent, No?

MyAnonymousName

Opinionated

Sales Leader

I was a JH teacher and Coach for 5 years and wanted a career where if you put in effort and were good at your job you could advance and did not have the next 30 years mapped out not matter how successful you were.

Also Money.

Also I have no hard skills.

I am 5 years out and 3 years into SaaS and will pass $200k this year being good but not a top 1%'er.

NotCreativeEnough

Big Shot

Professional Day Ruiner

the income potential is why I got into tech sales. Very realistic to take home over 300k (I know of many reps that do, and even come close to doubling it). Plus a guaranteed base, company equity, insurance, 401k, expense accounts. It's all pro's over other industries. Eventually they'll have to catch up and do the same or the good reps will leave it for industries like tech. I considered the switch to solar or real estate. no base and no employer provided resources or benefits sounds awful.

Seth_Davis

Big Shot

Regional Sales Manager

I got a 110 base with 220 OTE uncapped + signing bonus + equity. I’ve been at companies where reps are making $500k-$1M but it usually hovers between $150-$300k

FartingRaccoon

Executive

BDR

I've been an accountant for several years and never wanted to be a CPA. Looked at controller roles and realized even though I wanted to reach that salary ($150k+, I never wanted to do that every day.

Then realized that I could potentially reach that salary level in tech SaaS sales in a span of 3 years or less.

So I transitioned into a BDR role. Gonna grind til I reach AE.

suhdude

Opinionated

Sales Rep

How old were you when you started as a BDR and what was that transition like for you?

FartingRaccoon

Executive

BDR

I literally just started a month ago and I'm 34. Everyone on my team is so young, and I'm even older than our Sales Director and our manager.

But yeah it's been good so far, learning the processes and workflows.

For me it's just one small step back to start doing what I think I really want to do, and then hopefully a fast progression from there.

Quinn916

Regional Sales Manager

Been reading a lot into SaaS and really thinking of making the jump. Been in telecom for the last 6 years or so doing enterprise sales and frankly it's not all that great.

suhdude

Opinionated

Sales Rep

Why don't you like telecom? I was slightly considering a few companies in this space

LordBusiness

Politicker

Chief Revenue Officer

The best part of about technology sales is that it’s probably one of the more “recession proof” industries. A downturn in the economy will slow it down a bit, but technology is always needed, and always changing. The stability of some of the key “uncontrollable” are why I think it pays off long run

Valuecreator

Opinionated

Director of Sales

I think on here in general people inflate their incomes.

SethDavis

Fire Starter

Enterprise Account Manager

3.5 years in, currently hitting 175 this year and I'm the lowest earner on my team.

It's realistic.

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suhdude

Why'd you get into tech sales and realistic income potentials

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