What You Should Know Before Starting a Career in SaaS Sales

A SaaS sales career can be a fast track to high earnings, professional growth, and working in the ever-evolving tech industry. But it’s not for everyone. Whether you’re looking for your first role or thinking about switching careers, we’ll help you understand the realities of a career in SaaS sales.

Here’s what you need to know!

1. It’s a Fast-Paced, High-Energy Career

The SaaS business moves quickly. Unlike traditional sales roles, where deal cycles can stretch over months, SaaS sales is typically high-velocity. Many companies operate on monthly or quarterly quotas, meaning there’s constant pressure to bring in new business and hit targets before the clock resets.

For ambitious sales professionals, this fast-paced environment is a huge advantage. If you thrive on competition, goal-setting, and pushing yourself to achieve more, SaaS sales can be incredibly rewarding. Every deal closed contributes directly to your commission, career progression, and company growth.

However, the flip side is that there’s little room for complacency. Because SaaS sales often involves subscription-based models, new customers need to be constantly brought in to sustain and grow revenue. If you’re someone who prefers long-term relationship building over fast turnaround deals, you might find the pace of SaaS sales challenging.

That being said, not all SaaS roles are the same. Some companies sell enterprise-level software, where deals take longer to close and involve multiple decision-makers. These roles tend to be less transactional and require a consultative approach. On the other hand, if you’re working with SMEs or start-ups, you might be expected to make high volumes of sales each month.

Actions you can take:

• Before taking a role, ask about the average sales cycle and whether the company operates on monthly or quarterly quotas.
• If you prefer a more structured, consultative approach, look for roles in enterprise SaaS sales rather than high-volume transactional sales.

2. Cold Calling is Still a Big Part of the Job

Many people assume that because SaaS sales is tech-focused, traditional sales techniques like cold calling have been phased out. This couldn’t be further from the truth. Even in 2025, picking up the phone and speaking to potential customers remains a core part of the sales process – especially in entry-level roles like Sales Development Representative (SDR) or Business Development Representative (BDR).

While inbound marketing and automation tools help generate leads, outbound sales is still essential, particularly for companies that sell high-ticket software solutions or are breaking into new markets.

Your job as an SDR or junior account executive will often involve:

• Making 50-100 calls a day to potential customers.
• Sending personalized emails and LinkedIn messages to spark interest.
• Handling rejection daily and learning how to overcome objections.

Yes, cold calling can be mentally challenging, but it’s also one of the fastest ways to build confidence, resilience, and sales skills. Many of the top SaaS sales professionals started out making cold calls before moving into higher-level roles where inbound leads and referrals make up a larger portion of their pipeline.

Some companies are shifting towards a multi-channel outreach approach, incorporating LinkedIn networking, video messaging, and email sequencing alongside phone calls. However, if you’re just starting out, you’ll likely be expected to pick up the phone, introduce yourself, and book meetings the old-fashioned way.

Actions you can take:

• If you’ve never done cold calling before, start practicing mock calls to get comfortable with rejection.
• Learn basic sales scripts, but don’t sound robotic – successful SaaS reps personalize every call.
• Trial tools like LinkedIn Sales Navigator to know how to warm up calls with relevant insights.

3. The Sales Process is Data-Driven & Highly Structured

SaaS sales isn’t about winging it. Every stage of the sales process is meticulously tracked, measured, and optimized using data. If you’re used to more traditional sales roles where success is purely based on charisma and gut instinct, this might be a big adjustment.

Most SaaS businesses use Customer Relationship Management (CRM) software like Salesforce, HubSpot, or Pipedrive to track every interaction with prospects and customers. You’ll be expected to log calls, emails, meetings, and deals in progress – often in real-time.

Your performance will be closely monitored based on key metrics, such as:

• Call and email volume – How many outreach attempts you make per day.
• Conversion rates – The percentage of prospects who move to the next stage of the pipeline.
• Quota attainment – Whether you’re on track to hit monthly or quarterly sales targets.

For those who thrive in structured environments, this data-driven approach can be a huge advantage. You’ll get real-time feedback on what’s working, what’s not, and how you can improve. Many high-performing SaaS reps use this data to fine-tune their approach, doubling down on successful strategies and eliminating time-wasting tactics.

However, if you dislike being judged on daily performance metrics, you may find it frustrating. Many SaaS companies have rigid activity targets -if you don’t meet them, you’ll be asked to explain why. Some even have leaderboards displaying top performers, which can be motivating for competitive individuals but stressful for others.

Actions you can take:

• Familiarise yourself with common SaaS sales metrics and how they impact performance.
• Get comfortable with CRM software. If you’ve never used one, try a free trial of HubSpot to get a feel for it.
• Learn to see data as a tool for success, not just a way for managers to track you. The more you understand your own performance, the faster you’ll improve.

4. You’ll Rely Heavily on Sales Tech Tools

A career in SaaS sales means working in a highly digital, tech-enabled environment. Unlike field sales or retail, where face-to-face interactions dominate, SaaS sales is largely conducted online and over the phone. As a result, you’ll need to master a range of digital tools that streamline prospecting, outreach, and deal management.

Some of the most commonly used SaaS sales tools include:

• CRM Software (Salesforce, HubSpot, Pipedrive) – Used to track every interaction and manage the sales pipeline.
• Outreach & Email Automation (Outreach.io, Salesloft, Apollo.io) – Helps with personalized cold emails and follow-ups.
• Prospecting Tools (LinkedIn Sales Navigator, ZoomInfo, Lusha) – Find contact details for decision-makers at target companies.
• Video Sales Tools (Vidyard, Loom) – Allows reps to send personalized video messages instead of just emails.

If you’re new to the SaaS business, learning these tools can feel overwhelming at first. However, they’re designed to make your job easier, not harder. Mastering them early on will give you a huge competitive advantage, helping you work smarter instead of just harder.

A well-equipped account executive or SDR will use data, automation, and AI-powered insights to maximize efficiency. The better you are at leveraging these tools, the less time you’ll waste on admin and ineffective outreach.

Actions you can take:

• Explore free versions of common SaaS sales tools to get hands-on experience.
• Watch tutorials on Salesforce, Outreach.io, or LinkedIn Sales Navigator to get ahead before you start your first role.
• Treat tech mastery as an essential part of your job – those who adapt quickly often outperform their peers.

5. Not All SaaS Companies Are Created Equal

While a SaaS sales career can be lucrative, the reality is that not every company sets its reps up for success. Some businesses have great products, strong inbound lead generation, and reasonable quotas, while others rely on aggressive cold outreach with unrealistic targets.

One of the biggest red flags to watch for when applying for a SaaS sales job is quota attainment rates. If fewer than 50% of sales reps hit quota, that’s a major warning sign. It could indicate:

• Unrealistic targets that make it impossible to earn commission.
• Poor product-market fit, meaning customers don’t actually want what you’re selling.
• Lack of inbound leads, forcing reps to rely solely on cold outreach.

Another key factor is company culture. Some SaaS businesses foster supportive, team-oriented environments, while others operate more like a “boiler room” where only top performers survive. High-pressure sales cultures with constant micromanagement and high turnover rates can lead to burnout.

A good SaaS company will provide:

• A solid inbound marketing strategy, not just reliance on cold calling.
• A reasonable percentage of reps hitting quota, ideally 60%+.
• Clear career progression paths so you can grow into an account executive role.
• Supportive leaders who invest in your success, not just monitor your activity.

Actions you can take:

• During interviews, ask about quota attainment rates and average rep earnings. If they dodge the question, that’s a bad sign.
• Research Glassdoor reviews and connect with current or former employees on LinkedIn to get insider insights.
• Look for companies that balance data-driven sales with a positive work culture.

6. Remote Work is Common, But Can Be Isolating

One of the biggest perks of working in a SaaS sales career is the flexibility of remote work. Unlike traditional sales roles that require face-to-face meetings or frequent travel, many SaaS sales teams are fully remote, meaning you can work from anywhere.

For many people, this is a huge advantage- no daily commute, more control over your schedule, and the ability to work from the comfort of your home. However, remote work isn’t for everyone. Some reps find that sitting in front of a laptop all day, without in-person interaction, can be lonely.

Common challenges of remote SaaS sales include:

• Lack of office camaraderie – No spontaneous chats with colleagues or after-work socials.
• Always being ‘on’ via Slack & Zoom – Remote work can mean constant digital communication.
• Harder to switch off – Without clear work-life boundaries, burnout can creep in.

The good news is that many SaaS businesses actively work to foster team culture remotely through:

• Virtual team-building events like weekly catch-ups, online socials, and group activities.
• Clear communication norms so you’re not expected to be available 24/7.
• Company retreats or in-person meet-ups a few times a year to bring teams together.

Actions you can take:

• If you’re new to remote work, set up a dedicated workspace to stay productive.
• Join online sales communities or Slack groups to network with other SaaS sales professionals.
• Be proactive in engaging with your team, whether it’s participating in virtual events or setting up casual coffee chats.

Get more remote work tips here, and learn how to write a remote job resume here.

7. Career Progression is Fast, with High Earning Potential

One of the biggest advantages of a SaaS sales career is the clear and rapid career progression. Unlike some industries where it takes years to climb the ladder, SaaS sales rewards performance over tenure, meaning you can move up quickly if you hit your targets.

A typical career path in SaaS sales looks like this:

• Entry-Level (SDR/BDR): You’ll start as a Sales Development Representative (SDR) or Business Development Representative (BDR), focusing on prospecting and booking meetings for account executives. Base salaries in the UK typically range from £25,000–£35,000, with commission adding another £10,000–£20,000.
• Account Executive (AE): After 12–24 months, top-performing SDRs often get promoted to Account Executive roles, where they manage the full sales process and close deals. Salaries jump significantly, with OTEs (on-target earnings) between £50,000–£100,000+.
• Enterprise Sales / Leadership: From AE, you can progress into enterprise sales (selling to large corporations) or leadership roles like Sales Manager or VP of Sales, where six-figure salaries become the norm.

For ambitious and competitive individuals, SaaS sales is one of the few careers where you can double or even triple your salary in a few years. However, this rapid progression is only possible for those who consistently hit quota and show a strong ability to close deals.

Actions you can take to prepare:

• If your goal is to move up quickly, set clear performance targets from day one.
• Seek mentorship from senior reps or managers who can help you accelerate your growth.
• Track your numbers – top salespeople always know their conversion rates and revenue impact.

8. You’ll Build a Highly Valuable Skill Set

Even if you don’t see yourself in sales forever, a SaaS sales career equips you with highly transferable skills that open doors to other roles in tech and beyond.

Some of the most valuable skills you’ll develop include:

• Negotiation & Objection Handling – Learning how to persuade, overcome objections, and close deals is useful in any industry.
• Data-Driven Decision-Making – SaaS sales teaches you how to use KPIs, analytics, and CRM insights to improve performance.
• Communication & Presentation – Whether it’s cold calling or delivering product demos, you’ll become an expert communicator.
• Business & Market Awareness – Working in SaaS sales gives you deep insights into business needs, trends, and buyer psychology.

Many SaaS sales professionals transition into other roles after a few years, including:

• Sales leadership (e.g. Sales Manager, VP of Sales)
• Marketing & demand generation (e.g., Growth Marketing, Sales Enablement)
• Customer success & account management
• Operations & revenue strategy (RevOps)
• Entrepreneurship or founding a start-up

Whether you stay in SaaS sales long-term or use it as a springboard into another career, the skills you develop will make you highly employable.

Actions you can take:

• Take every opportunity to learn beyond your immediate role. See these top SaaS courses for a headstart.
• Focus on developing soft skills like persuasion, resilience, and problem-solving, which will be useful in any career.
• Build a strong LinkedIn presence and network with professionals in adjacent roles to explore different career paths.

9. You Can Work with Cutting-Edge Technology

One of the most exciting aspects of a SaaS sales career is the opportunity to work with innovative technology that’s shaping the future of business. Whether it’s AI-driven analytics, cybersecurity solutions, or cloud-based platforms, SaaS products are at the forefront of digital transformation.

As a SaaS sales professional, you’ll be helping businesses solve real problems and improve efficiency. If you enjoy learning about new technologies and trends, this industry can be particularly rewarding.

Some SaaS reps specialize in niche areas like:

• AI & Machine Learning SaaS – Helping businesses automate processes and gain insights from data.
• Cybersecurity SaaS – Protecting companies from data breaches and cyber threats.
• Sales & Marketing SaaS – Selling tools that improve lead generation and customer engagement.
• Healthcare SaaS – Transforming patient care through digital health solutions.

SaaS companies also tend to be forward-thinking workplaces, meaning you’ll work in an environment that values innovation, agility, and new ideas. If you love tech and want to be part of an industry that’s constantly evolving, SaaS sales is an excellent choice.

Actions you can take:

• Stay updated on industry trends by following SaaS blogs, LinkedIn influencers, and tech news.
• Learn about the specific technology behind the product you’re selling – it will help you close more deals.
• Ask about product development roadmaps during your interviews to see if the company is innovating.

10. SaaS Sales Isn’t for Everyone

Despite the high earning potential and career progression, not everyone thrives in a SaaS sales career. If you’re considering this path, it’s important to be honest with yourself about whether the job aligns with your personality and work style.

Here are some common challenges that might make SaaS sales difficult for certain individuals:

• High Pressure & Quotas – If you dislike working in a target-driven environment, SaaS sales will likely be stressful.
• Rejection & Cold Calling – If you struggle with handling rejection or initiating conversations with strangers, the entry-level phase of the job may feel overwhelming.
• Heavy Reliance on Metrics – If you prefer unstructured work, you might find the data-driven nature of SaaS sales frustrating.

However, for those who love competition, learning, and career growth, SaaS sales can be an incredibly rewarding and lucrative career path. Many people start in SaaS sales and go on to leadership roles, tech entrepreneurship, or other high-paying positions.

Actions you can take:

• Be honest with yourself about whether you thrive in a fast-paced, performance-driven environment.
• Speak to current SaaS sales professionals on LinkedIn to get first-hand insights into the role.
• If you’re unsure, consider shadowing a sales team or taking an entry-level SDR role before committing long-term.

Is a SaaS Sales Career for You?

A SaaS sales career offers high earning potential, rapid career progression, and exposure to cutting-edge technology. But it’s not for everyone. If you’re competitive, resilient, and eager to learn, it could be the perfect path. Do your research, develop key skills, and start your journey in one of the most rewarding industries in tech.