The short answer: you get into tech sales by landing an entry-level SDR or BDR job, and you don't need sales experience, a tech background, or (usually) a specific degree to get one. What you do need is a way to stand out from the hundreds of people clicking "Easy Apply" on the same posting. The fastest way I know is getting referred by someone who already works there, and you can earn that even if you don't know a single person in tech today.
I did it with zero sales experience in my late twenties. Below is exactly how, plus the step-by-step process I'd follow if I were starting over today.
How I got into tech sales (spoiler: not the apply button)
I wanted a career change, and tech sales kept coming up: good money, a clear ladder, no specific degree required. So I did what everyone does. I applied. A lot. Company sites, LinkedIn, anything with an "Easy Apply" button.
Mostly? Silence.
What actually worked looked a lot less efficient. I got to know people who already worked at the companies I wanted.
The first one happened by accident. I was buying a used car on Facebook Marketplace, and the seller turned out to be an account executive at Sage Intacct. We haggled for a long time. We landed on $9,700, a couple of my nicer camera lenses, and one more thing: a referral for an SDR role.
That referral got me through the first two interview rounds. Round three was a role play, and that part was all me. I got the job.
The lesson isn't "buy a car from a salesperson." It's that one person on the inside changes everything, and you can meet those people on purpose. My sister did exactly that after years in the culinary world, messaging strangers on LinkedIn, and landed her first tech sales job in San Francisco.
First: what "tech sales" actually means for a beginner
Tech sales means selling software or tech services to businesses. You're not selling phones at a store; you're helping companies buy tools like Salesforce, Gong or Slack.
Almost nobody starts by closing deals. You start one level down:
| Role | What you do | Experience needed | Typical pay (Warm Hires data) |
|---|---|---|---|
| SDR (Sales Development Rep) | Cold calls, emails and LinkedIn messages to book meetings | None to 1 year | $62k base / $90k OTE |
| BDR (Business Development Rep) | Same job, different name (some companies use BDR for outbound only) | None to 1 year | Same as SDR |
| ADR / MDR / ISR | Account, market or inside sales rep: entry-level variations | None to 1 year | Similar |
| AE (Account Executive) | Runs demos and closes the deals SDRs book | Usually 1–2 years as an SDR | $85k base / $164k OTE |
OTE = "on-target earnings," your base salary plus commission if you hit your goal (your quota). How tech sales pay actually works →
So when people ask "how do I get into tech sales?", the real question is "how do I land my first SDR or BDR job?" That's what the rest of this guide is about. SDR vs. BDR vs. AE, explained →
Is tech sales hard to get into?
Honest answer: the job isn't hard to qualify for, but it's hard to get noticed.
Most SDR postings don't require sales experience. But a good remote SDR role can get hundreds of applicants in a few days, and a recruiter spends seconds on each. If your only plan is applying, you're playing a numbers game where most of the numbers ignore you.
That's why referrals matter so much. In a well-known Federal Reserve Bank of New York study, referred candidates made up 6% of applicants but 29% of hires, and were more than twice as likely to get an interview. A referral doesn't guarantee anything. It just moves you from the pile to the shortlist.
How to get into tech sales: 8 steps
Step 1: Understand the job before anyone asks you about it
Every interviewer will ask "why sales?" and "what do you think an SDR does?" Have a real answer.
An SDR starts conversations with businesses that might buy the product, then books meetings for the account executives who close. Your day is a mix of:
- Outbound: cold calls, cold emails and LinkedIn messages to people who've never heard of you
- Inbound: following up fast when someone requests a demo
- Follow-up, constantly: most people don't answer the first time, and polite persistence is the job
Expect lots of "no," lots of learning, and a fast path to AE if you're good. What an SDR actually does all day →
Step 2: Make your LinkedIn worth clicking
Everyone you message will look at your profile before replying. It doesn't need to be impressive. It needs to be clear:
- A friendly photo
- A headline that says where you're going: "Aspiring SDR · 4 years in hospitality · top seller on a team of 30"
- Two or three lines on why tech sales
- Past jobs with numbers wherever possible
You have more relevant experience than you think. Serving, retail, teaching, recruiting, coaching, real estate and the military all involve persuading people, handling rejection and hitting goals. Say so, out loud, in your headline. LinkedIn checklist for tech sales → · Tech sales resume guide →
Step 3: Pick 5 companies, then find your people there
Don't spray applications. Choose about five companies you'd actually want to work at, ideally ones hiring SDRs right now. Then find two or three people at each doing the job you want: SDRs, BDRs or AEs.
Who replies most? People who were in your shoes recently (SDRs 6–18 months in), and people who live near you.
That's literally why Warm Hires exists: every job comes with the people who work at that company, so you're not guessing who to message.
Step 4: Reach out out of curiosity, not for a favor
This is where most people blow it. Don't ask a stranger for a referral. Ask about their experience, and mean it.
A connection request can be this simple:
Hi Maya, I'm looking into the SDR role at Gong and would love to hear what it's actually like there. Open to a quick chat sometime?
Once they accept, send a short first message: who you are, why them specifically, and an ask for 15 minutes on their schedule. The exact messages, step by step →
Step 5: Follow up (it's practice for the job)
Plenty of people won't reply the first time. That's normal and almost never personal.
| When | What to send |
|---|---|
| Day 0 | Connection request (under 200 characters, ask for a chat) |
| When they accept | First message: who you are, why them, 15 minutes |
| ~Day 5 | One friendly bump, short and easy to say no to |
| ~Day 12 | Last try, then move on to someone else |
Three tries is plenty. Most replies come from the next person you message, not the fourth follow-up.
And here's the thing: reaching out and following up politely is exactly what SDRs do all day. Doing it well in your own job search is the best proof you'll be good at the job.
Step 6: Have the chat, then (maybe) ask
Keep the call to the time you asked for. Ask how they got the job, what the interviews were like, and what they wish they'd known. Good questions to bring →
Send a thank-you the same day. If it went well, a day or two later it's fair to ask whether they'd feel comfortable referring you, and make it easy to say no. Many companies pay employees a referral bonus, so a good candidate helps them too.
Then apply, and tell them you did. How to get a referral without asking for one →
Step 7: Learn the language
Once conversations turn into interviews, you'll hear a lot of acronyms. You don't need to be an expert, but know these cold:
- ICP: ideal customer profile (who the product is for)
- MQL vs. SQL: marketing-qualified vs. sales-qualified lead
- BANT: budget, authority, need, timeline
- Discovery: the questions that figure out if a prospect has a real problem
The sales process in plain English → · Full glossary →
Step 8: Nail the role play
Almost every SDR interview ends with a mock cold call. That's where my referral stopped helping and I had to deliver.
They're not grading perfection. They're watching whether you:
- Open politely and say why you're calling
- Ask a good question or two
- Stay calm when they say "not interested"
- Ask for the meeting
Practice out loud a few times before the interview. Seriously, out loud. Cold-call role-play guide → · SDR interview questions and prep →
A typical SDR hiring process:
| Round | Length | What they're testing |
|---|---|---|
| Recruiter screen | 20–30 min | Why sales, why us, pay expectations |
| Hiring manager | 30–45 min | Drive, coachability, how you handle rejection |
| Role play | 30–60 min | A mock cold call |
| Final round | Varies | Panel or leader, sometimes a 30-60-90 day plan |
A referral often gets you past round one, sometimes round two. The role play is on you.
How long does it take to break into tech sales?
It varies a lot, but a realistic pace if you're consistent:
- Weeks 1–2: learn the role, fix LinkedIn, pick your 5 companies
- Weeks 2–6: reach out to a few new people a week, and have your first conversations
- Weeks 4–12: conversations turn into referrals and interviews
Consistency beats bursts. Five thoughtful messages every week beat fifty in one panicked weekend.
FAQ
Can you get into tech sales without a degree?
Yes. Many SDR postings say "bachelor's preferred," not required, and a referral matters far more than a degree for most of these roles. Each job page on Warm Hires shows exactly what that company asks for.
How much do entry-level tech sales jobs pay?
On Warm Hires right now, the median SDR/BDR job lists $62k base and $90k OTE. Big cities run higher: tech sales roles in New York City show a $153k median OTE across all levels.
A job asks for 1 year of experience. Should I still apply?
Usually, yes. SDR requirements are often a wish list, and customer-facing work counts. Better yet, talk to someone on the team first and ask.
Can I get a remote tech sales job with no experience?
Yes, but remote roles are the most competitive. There are 248 remote SDR jobs open right now (median OTE $89k). The outreach in this guide happens on LinkedIn anyway, so location doesn't hold you back.
Do I need a tech sales bootcamp?
No. Bootcamps can help with structure and interview practice, but hiring managers care more about how you show up in the role play and whether someone vouches for you. Try the free route in this guide first.
What's the difference between an SDR and a BDR?
Usually nothing. Some companies use BDR for outbound-only roles and SDR for inbound, but the skills and pay are the same. Full breakdown →
Where to start today
Pick one company you'd love to work at. Find one SDR there. Send one curious note.
That's it for today.
If you want help, Warm Hires is free: answer a few questions and you'll get jobs that fit you, the people to talk to at each company, messages written for you, and reminders when it's time to follow up.