How to Get into Software Sales

Look no further than software sales for a career that provides several prospects for professional progress, excellent wages, increased demand, and job stability.

How to Get into Software Sales

As the tech industry continues to grow at a rapid pace, and software plays an increasingly important part in many industries, a career in tech sales is a solid and lucrative way to be on the front lines of assisting firms in using software to address problems.

Continue reading to discover more about the roles and responsibilities of a software sales representative, as well as how to get started in the field.

What are Software Sales?

When most people think of sales occupations, they see door-to-door salespeople convincing strangers to buy their wares. This is not the case with software sales, where leads are thoroughly studied and precisely targeted, and a large amount of time is spent developing the vendor-client connection.

Software salespeople are excellent communicators who can supply prospective clients with problem-solving technologies. To do so, they must be informed about their product, familiar with the competitors, grasp the difficulties of the potential client, and demonstrate how their program can best satisfy the client’s demands.

Requirements To Get into Software Sales

A college degree is usually not required to work in software sales. Instead, hiring managers look for candidates who have strong people skills, a history of collaboration, and the ability to adapt an organization’s sales processes and pick up sales tools like customer relationship management platforms (CRMs), forecasting technologies, databases, and business intelligence software.

In essence, you must be able to use tools and technologies to produce and handle leads; you must be curious and driven to understand the demands of prospective clients; and you must have the communication and relationship-building abilities to get a client on board.

Salary of Software Sales Rep

A sales representative’s earnings vary depending on the individual function, years of experience, industry, region, and organization. Many sales representatives additionally receive commissions on top of their base compensation, which can significantly increase average salaries.

According to LucidChart, entry-level software salespeople can earn roughly $48,000 per year in base pay, with commissions boosting their total average remuneration to around $75,000 per year.

Mid-level account executives can earn a basic income of roughly $62,000 per year, with commissions raising their total annual compensation to around $126,000.

Senior-level software sales managers can earn a basic salary of roughly $95,000, with commissions and bonuses pushing their total annual remuneration past $150,000.

Highest Paying Software Sales Jobs

Each stage of the sales cycle is handled by a different function within software sales. This is why collaboration is so vital in tech sales—no single sales rep can do everything, and good teamwork is required to ensure a smooth handoff from reps who identify new leads to those who close deals. The following are some of the most popular types of software sales employment.

Enterprise Software Sales Representative

Salary: The salary for enterprise software sales representatives can range from $80,000 to $120,000 or more, with the potential for significant commissions and bonuses.

Explanation: Enterprise software sales reps focus on selling software solutions to large businesses and corporations. They often work with complex products and may need to build long-term relationships with clients. The commission structure can significantly boost their earnings based on the size and complexity of the deals they close.

Cloud Solutions Sales Specialist

Salary: The salary for cloud solutions sales specialists typically ranges from $90,000 to $130,000, and commissions can significantly increase total earnings.

Explanation: Cloud solutions sales specialists focus on selling cloud-based services and solutions. With the increasing demand for cloud computing, these professionals play a crucial role in helping businesses transition to cloud platforms. The complexity and scale of cloud solutions often contribute to higher compensation.

Cybersecurity Software Sales Manager

Salary: Cybersecurity software sales managers can earn salaries ranging from $100,000 to $150,000 or more, with substantial commission opportunities.

Explanation: In the context of increasing cybersecurity threats, sales managers specializing in cybersecurity software are in high demand. They sell solutions that protect organizations from cyber threats and breaches. The critical nature of cybersecurity makes this role well-compensated.

AI and Machine Learning Software Sales Engineer

Salary: AI and machine learning software sales engineers can earn salaries in the range of $90,000 to $130,000, with additional earnings from commissions.

Explanation: As AI and machine learning technologies continue to advance, sales engineers play a vital role in selling these solutions to businesses. They need a deep understanding of the technology to effectively communicate its value to potential clients, and their compensation reflects the specialized knowledge required.

Healthcare Software Sales Executive

Salary: Salaries for healthcare software sales executives can range from $90,000 to $140,000, and commissions may add significantly to the overall compensation.

Explanation: Healthcare software sales executives focus on selling software solutions tailored to the healthcare industry. This can include electronic health record (EHR) systems, patient management software, and other healthcare-related applications. The specialized nature of healthcare software contributes to higher compensation.

How to Get into Software Sales

Getting into software sales involves a mix of industry knowledge, sales skills, and networking. Below are the steps to follow so far:

  • Understand the Industry: Learn about software products, their features, and how they solve business problems. Understand different software types (SaaS, enterprise, etc.) and industries they cater to.
  • Develop Sales Skills: Sales is about communication, persuasion, and relationship-building. Work on your sales skills by reading books, taking courses, or even practicing through role-playing scenarios.
  • Gain Technical Knowledge: While not mandatory, having a basic understanding of software and technology can be incredibly beneficial. Learn about different software tools, their functionalities, and how they benefit users.
  • Build a Network: Attend industry events, join professional groups, and connect with professionals in the software sales field. Networking can help you learn more about the industry and potentially find job opportunities.
  • Consider Education: While not always required, having a degree in business, marketing, or a related field can be advantageous. Additionally, certifications specific to sales or software can boost your credibility.
  • Gain Experience: Look for entry-level positions in sales or internships within software companies. Experience in sales, even in a different industry, can be valuable when transitioning to software sales.
  • Customize Your Resume: Highlight any relevant sales experience, technical skills, and industry knowledge on your resume. Tailor it to fit the software sales role you’re applying for.
  • Prepare for Interviews: Be ready to discuss your understanding of software products, sales strategies, and how you can contribute to the company’s success. Practice common interview questions and be ready to demonstrate your sales skills.
  • Stay Updated: The software industry evolves rapidly. Continuously educate yourself about new technologies, trends, and changes within the software market.


Is Software Sales a Good Profession?

Software sales provide numerous prospects for advancement in one’s career. As software firms continue to grow and new products and services emerge, so do chances for sales representatives.

What Kind of Software Will I Sell?

Enterprise software is sold alongside platforms and services used by merchants, schools, hospitals, government agencies, and entertainment companies. A Microsoft sales professional might market Office tools to students, but a Slack rep might sell corporate subscriptions. The type of organization you join will dictate the type of software you sell.

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