A career in tech sales can be highly rewarding, lucrative and full of exciting challenges. I’m sharing exclusive insights from myself–a senior director of sales development–and Procore Technologies’ global sales leaders to uncover the blueprint for breaking into tech, the secrets of high-performing teams and the diverse career paths available in sales.
Why Choose a Career in Tech Sales? Advice from Procore Sales Leaders
Most people working in tech sales didn’t plan on it. We usually land here by chance or by career redirection. Many of our sales members arrived at Procore with a degree and dreams that seemed worlds away from sales. But today, those diverse experiences are our greatest strength. They didn’t just find a career path here, they found a calling–and they aren’t looking back.
Why tech sales? It’s rewarding and full of challenges. No two days are the same. You get to interact with people inside and outside the company, you learn something new every day, and of course, the thrill of the win. It requires grit and discipline. Not everyone can build a career that requires you to make 40 cold calls a day, face regular rejections, and live life knowing your paycheck depends on meeting and exceeding quotas.
For those who can thrive in that uncertainty and learn to focus on what you can control, the rewards are incredible. For me, the financial success from a sales career has allowed me to travel the world, explore more hobbies than I knew I had, and give back to my community have made it all worth it.
3 Skills To Help You Get a Tech Sales Job
The bar for tech sales is higher than ever, but so is the opportunity. In a world of AI and rapid change, the most successful reps aren’t just selling–they are staying curious, adapting fast, and out-learing the competition.
When I’m hiring, I’m looking for the transferable skills I already value in my team members.
- Coachability: We want people who can listen, quickly apply feedback and get better in tiny steps. Growth takes time and commitment.
- Curiosity: You have to want to learn in this job. Ask every question that pops into your head, spend free moments listening to calls, learn new skills and do everything you can to be a sponge about the industry you’re selling into. The best sellers are the best at asking questions.
- Resilience: Embrace the no’s. Sales is built on feedback. Instead of getting defensive, get curious—ask for feedback, focus on what you can control, and iterate for the next round.
Incorporating transferable skills like these into your resume and interview prep will help you stand out. They demonstrate that even if you don’t have direct sales experience, you have what it takes to set you up for success.
How to be Successful in Tech Sales
Ciaran, a manager of SMB sales in our Dublin, Ireland office, says that success in tech sales is like a relentless pursuit.
“Success in sales starts with curiosity. The best account executives are genuinely curious about their customers’ businesses, challenges and goals. They ask better questions, listen closely and constantly look for ways to improve. Being successful in sales requires you to stay open to learning by studying top performers, adopting proven habits and refining your craft every day.
Instead of blaming circumstances, take ownership of your pipeline. Be accountable for your activity and results. I love it when my team members seek feedback, act on it and hold themselves accountable.
Ultimately, successful salespeople treat growth as their responsibility and approach every opportunity with a learner’s mindset.”
What Successful Sales Teams Look Like
Sara has been with Procore for well over a decade and has had the opportunity to work with and lead several sales teams. She currently leads our sales development team for public sector sales in Austin, Texas. I asked her what makes a team work well together?
“The best sales teams I’ve been part of start with actually knowing each other–not just as reps hitting a number, but understanding each other’s personal and professional goals. From there, it’s about shared visibility into the metrics that matter. When everyone can see where the gaps are–pipeline, conversion rates, activity–you stop pointing fingers and start problem-solving together.
The teams that win are the ones where people feel just as safe talking about what’s not working as they do celebrating wins. And that can’t live within one team. Open communication across sales development reps, account executives, customer success managers, inside sales reps and cross-functional partners is how you close gaps faster and build real momentum.
No team is an island; the moment you start treating yours like one, you cap your own ceiling.”
4 Career Paths in Tech Sales
Sales careers are not as linear as you might think. There is a ton of opportunity for advancement and skill building. Brad, our sales director for APAC based in Sydney, Australia, gave a great perspective on where sales can take you.
“One of my favorite exercises to run with a group of senior sales professionals is to go around the room asking for a 30-second rundown of their education and professional history. In 15 years of working in the software sales industry, I’m yet to hear two responses that are alike. We are a very broad group where our diversity of roles, perspectives and motivations are our strength."
Here are four high-impact directions your journey can take after you land that first sales role:
- The Quarterbacks: Account executives, account managers, sales development reps. They are the quota carriers who are the bridge between customers, revenue and product who love to hunt and compete.
- The Problem Solvers: Solution engineers and solutions specialists. They articulate business outcomes through software with emotion and passion.
- The Coaches: Team leads, sales managers, VPs of sales. They get more satisfaction from helping other sellers realize their full potential.
- The Reformed Sellers: Beyond the immediately obvious sales disciplines, a career in sales provides the foundation for a myriad of trajectories. The ability to identify, acquire and retain customers is critical for customer success, product marketing and channel management roles, as well as those seeking a future in entrepreneurship.
Tips to Launch Your Job Search:
If building a tech sales career is on your radar, I’ve got three actions you can take:
- Work your network and expand it to help you land a role. Lean on the people you know, ask for introductions and referrals, and be open to feedback and coaching.
- Let your curiosity drive you to learn about the companies you are interested in andthe challenges they solve. I’m constantly amazed by the way that our technology supports the construction industry.
- Don’t miss out on the free training and resources available to you online to build up your sales expertise! Consider using AI to support you in your job search. You can check out these tips from our recruiters on how to use AI for resume development.
And last…Take your shot! Apply to one of our open sales roles.
PS. Curious what our interview process is like? Check out our SDR interview prep blog.
About the Author:
Bridget O’Brien is a results-focused sales leader driving growth at Procore Technologies. As a Senior Director of Sales Development, she excels at navigating complex organizational structures and translating technical value into tangible business outcomes, while nurturing her team to maximize their full potential. Bridget has built her career by leaning into each diverse career experience, carrying her skill development forward into each new role to ensuring that each step of the way contributes to her success.
- Career Tips
- interview tips
- sales
- Sales Development
