Revenue Roles
Break into Tech Sales
BDR to VP—how to climb, what you’ll earn, and why veterans crush this path.
Tech reps sell software, hardware, or services to businesses. Titles include SDR/BDR, Account Executive, Sales Engineer, Customer Success Manager.
Why vets excel
| Military skill | Sales translation |
|---|---|
| Mission execution | Quotas, pipelines, deadlines |
| Briefing/presenting | Customer demos, storytelling |
| Team leadership | Coordinating pods + targets |
| Resilience/grit | Rejection all day |
| Pressure problem-solving | Objection handling, pivots |
Coachability + persistence = top rep traits.
Career track & comp
| Role | Base | OTE | Timeline |
|---|---|---|---|
| SDR / BDR | $50K–$65K | $70K–$90K | Entry |
| Mid-market AE | $70K–$90K | $120K–$160K | 12–24 mo |
| Enterprise AE | $100K+ | $200K–$300K+ | 2–4 yrs |
| Regional sales mgr | $120K+ | $250K–$400K+ | 4–6 yrs |
| VP Sales | $150K+ | $400K–$600K+ | Sr track |
OTE = base + commission at quota; top reps exceed it.
Companies hiring vets
| Company | Focus |
|---|---|
| Salesforce | CRM |
| Palantir | Data platforms |
| Snowflake | Cloud data |
| Datadog | Observability |
| CrowdStrike | Cybersecurity |
| Cisco | Networking |
| Oracle / SAP | Enterprise software |
| Google Cloud / AWS | Cloud services |
| Zoom / Slack | Collaboration |
Startups can offer equity upside but carry risk.
Do you need a degree/MBA?
- No. Performance > pedigree.
- Bachelor’s + hustle + tech literacy is enough.
- MBAs help only if you want sales leadership roles out of school.
Skills to pick up
- CRMs: Salesforce, HubSpot.
- Methodologies: MEDDIC, SPIN, Challenger.
- SaaS metrics: ARR, churn, upsell.
- Tools: Zoom, Slack, Loom.
Plenty of free content or career-launch programs (Prehired, SV Academy).
How to break in
- Target SDR/BDR roles first.
- Translate leadership into quota ownership.
- Leverage SkillBridge / vet programs (Shift.org, HireMilitary, Tech Qualled, Salesforce Military).
- Network with veteran sellers on LinkedIn.
- Show you’re coachable, competitive, and fast-learning.
Insider tips
- Use military background as a differentiator, not a crutch.
- Understand SMB vs Mid-Market vs Enterprise motion.
- Live in your inbox/calendar—money follows follow-up.
- Expect rejection; the best reps keep dialing.
- Top sellers can earn $300K+ without grad school.
Need mock-call reps?
We can help with practice scripts, recruiter connects, and SDR program reviews.
Prep for tech sales
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