Hit me up with your questions on getting into SaaS Sales, I’ll try my best to answer them.
About me: 5 years in techsales, worked in Salesforce/ Cisco/ and more.
Started as SDR intern >> SDR >> BDR >> Account Manager (US / EMEA)
I recently completed 4 years in tech sales after my MBA (I had no prior work experience).
I started my career as an SDR at Salesforce.
Because of that, a lot of my network today consists of people who also started their careers there. I’ve had the chance to watch many of them grow over the last four years.
Here’s one example.
This entire journey took roughly four years.
Now here’s where it gets interesting.
Last year, this person achieved 175% of quota.
For people outside SaaS sales, that doesn’t simply mean earning 1.75× your CTC.
Most SaaS companies have accelerator plans.
Once you cross 100% quota, every additional deal pays disproportionately more.
So a seller at 175% quota can sometimes earn close to 2× their On-Target Earnings (OTE) before taxes, depending on the compensation plan.
And that’s before considering:
Speaking of President’s Club…
Consistently finishing in the top 10% of sellers often earns you an invitation to an all-expenses-paid company trip.
Think:
These aren’t cash rewards.
They’re recognition for top performance.
This particular individual is probably one of the most disciplined sellers I know.
If this trajectory continues, I wouldn’t be surprised if they cross ₹1 crore annual compensation within the next 5-6 years.
Not bad for someone working in a career that’s neither software engineering, consulting nor finance.
Also worth mentioning:
This is India market compensation.
There are sellers working US markets from India who can earn even more.
No.
Like every profession, it has trade-offs.
You’ll deal with:
If you’re selling to international markets, you may also work odd hours.
Over time, sitting all day, night shifts and poor lifestyle habits can take a toll on your physical and mental health.
It’s not an easy career.
But it can be a very rewarding one.
Especially if you enjoy:
If coding, consulting or finance don’t excite you (or you don't qualify for them), I’d seriously consider SaaS sales.
One final thought.
People often ask me if AI will replace SDRs and Account Executives.
Maybe one day.
But today, the AI bill for many companies would cost more than hiring an SDR in India.
There’s still time.
If you’re trying to break into SaaS sales and don’t know where to start, that’s exactly why we built The SDR Project (DM for more details).
Happy to answer questions in the comments.
I’ve received hundreds of DMs over the last couple of years asking the same question:
“Can I get into SaaS sales without experience?”
The short answer is: Yes, but it would require effort.
In fact, most SDR (Sales Development Representative) roles are designed for people with 0-2 years of experience.
A little about me before I jump into the advice.
I started my SaaS sales journey as an SDR at Salesforce, later worked as a BDR at Cisco, and now run The SDR Project, where I coach people 1:1 to transition into SaaS sales.
Over the last year, we’ve helped people from EdTech, Banking, Insurance, Recruitment, Real Estate, and other industries break into B2B SaaS in companies like Adobe, Databricks, Zoom, MongoDB, Salesforce, Metricstream etc...at an average pay of INR 12.60 LPA
Here’s the exact playbook I’d follow if I had to start from scratch today.
Step 1: Understand what SaaS actually is.
Before applying, understand:
* What SaaS means
* How SaaS companies make money
* Why companies hire SDRs
* What the sales process looks like
If you don’t understand the business, interviews become much harder.
Step 2: Learn the different sales roles.
Understand the difference between:
* SDR
* BDR
* Account Executive (AE)
* Customer Success Manager (CSM)
* Account Manager (AM)
Many candidates apply without even knowing what each role does.
Step 3: Improve your communication.
This matters far more than people think.
You don’t need perfect English.
You need clear English.
Practice introducing yourself.
Practice telling stories.
Practice asking questions.
Sales is communication.
Step 4: Learn cold calling.
This is probably the single most valuable skill for an aspiring SDR.
Watch cold calls.
Record your own.
Practice mock calls.
The more uncomfortable it feels today, the easier interviews become tomorrow.
Step 5: Build a resume with sales numbers.
Don’t write:
Responsible for sales.
Write:
* Made 70 calls/day
* Generated ₹40L pipeline
* Closed ₹15L revenue
* Achieved 120% target
* Managed 300 customer accounts
Sales is measured in numbers.
Your resume should be too.
Step 6: Learn the tools.
You don’t need paid subscriptions.
Most popular SaaS tools have free learning resources.
Spend a few hours understanding:
* Salesforce
* HubSpot
* Apollo
* LinkedIn Sales Navigator
YouTube and official learning academies are more than enough.
Step 7: Apply aggressively.
Don’t apply to 10 companies.
Apply to 100.
Then apply to 100 more.
Volume matters.
Step 8: Don’t stop at applying.
This is where most candidates lose.
Find the hiring manager.
Reach out on LinkedIn.
Send an email.
Record a video introduction.
Show initiative.
You’re applying for a sales job.
Start selling.
Some of the best opportunities I’ve seen happened because candidates cold-called, cold-emailed or directly reached out to decision-makers.
Final thoughts
Breaking into SaaS sales is not as difficult as people make it sound.
It requires preparation.
Consistency.
Execution.
If you’re willing to put in the work, there’s no reason you can’t make the transition.
And if you’re completely lost, don’t know where to begin, or want a structured roadmap with 1:1 guidance, DM me.
Hope this helps, and happy to answer any questions in the comments.