There is no “one size fits all” career path for tech sales professionals. The size of the company you prefer to work for, the technology that interests you, and the roles you aspire to can all impact on your career path. In fact, with over 892,093 reps working in B2B Sales in 2020, it’s safe to say that such a career takes a number of different forms. However, understanding what a standard career in sales looks like can help you set goals and plan out your own path:
Sales Development Representative and/or Business Development Representative
- Average Time in Seat: 1 – 3 years
These reps focus on lead generation associated with new business development. This can include cold calling, cold emailing, and appointment setting. These are entry level positions and are a great way to learn the business. Reps typically stay in SDR/BDR roles for 1 – 3 years.
Junior Account Executive / Account Manager
- Average Time in Seat: 1 – 3 years
Junior Account Executive or Account Manager roles are positions in which sales reps get their first real quota-carrying responsibility. This is also a career stop where reps can determine if they are better aligned to new business sales or renewal business. As reps progress in these roles, their responsibility may look very similar to an Inside Sales professional.
Learn how to leverage your experience and make it to Account Executive.
Inside Sales
- Average Time in Seat: 1 – 10 years
Depending on the size of the company and the naming convention of their roles, SDRs and BDRs may be promoted to an Inside Sales position. For many years, Inside Sales was considered a stepping stone in the career path for sales reps. That said, Inside Sales has taken on new meaning in recent years, and very senior sales reps are taking and thriving in these positions. New technology and sales practices have aided in this progression.
Outside Sales / Senior Account Executive / Senior Account Manager
- Average Time in Seat: 1+ years
Traditionally, these roles are where the most tenured sales reps find themselves. These professionals often travel to meet with clients in person. They manage the most complicated and sophisticated clients and bring in the largest deals. Many sales professionals choose to make this the final stop in their career journey.
Sales Leadership
- Average Time in Seat: 1+ years
Reps who have a calling to manage and/or lead the sales team take on an additional career path in management. Again, the roles and responsibilities will vary from company to company, but this is a standard career path for those interested in leadership opportunities:
Team Lead 🡪 Manager 🡪 Director 🡪 VP / SVP 🡪 CRO/CSO
Defining your goals and values early-on in your career can help you understand the paths available to you as you progress in the sales industry.
When is it time to look for a new sales job? Click to read more.
