How to Break Into Sales Engineering 🚀

Transitioning from a technical role to a technical sales position can be a strategic and rewarding career move, especially given the increasing demand for technical sales professionals in 2025. Your technical expertise provides a solid foundation for understanding complex products and services, which is invaluable in a sales context.

1. Identify Relevant Industries and Companies 🎯

Begin by targeting industries and companies that align with your professional background. Your previous industry experience is valuable - for example, if you were an insurance underwriter, you'd be an excellent fit for insurtech companies who need someone who understands both the product and customer needs. If you're coming from a technical background, target companies that use familiar technologies - for instance, if you've worked with Snowflake, consider pursuing opportunities there or at their competitors.

Since every industry now needs specialized software solutions, your experience is likely valuable to companies serving your former industry. You'll often find you're an especially attractive candidate to software companies that support your previous field, as you understand both the customer's needs and their day-to-day challenges. A background in cleaning services would be an excellent asset to an airbnb home cleaning software as a service, for example.

2. Highlight Transferable Skills 💪

Emphasize skills that are applicable to sales, such as problem-solving, effective communication, and the ability to translate complex technical concepts into accessible language. Your experience in technical roles likely involved collaborating with various stakeholders and addressing technical challenges—skills that are directly relevant to technical sales.

We help our sales engineers highlight their sales skills by showcasing an unlisted YouTube video of the sales engineer demoing a software they know and telling a compelling story as to why this software should be used. We have resources to guide our sales engineers through this process and highlight these demo videos on profiles that contain them. This is an excellent first step if you are trying to prove your chops if you are breaking into this career for the first time. Check out our mock demo resource guide to learn how to create an effective demo that showcases your technical and presentation abilities.

3. Gain a Solid Understanding of Sales Fundamentals 📚

While your technical background is a significant asset, acquiring knowledge of sales processes is crucial. Consider pursuing training or certifications in sales methodologies to build a strong foundation. This combination of technical expertise and sales acumen is highly sought after in technical sales roles.

Engage with professionals in the technical sales field through industry events, professional associations, and online platforms. Networking can provide valuable insights into the role and help you learn from others who have made similar transitions. Building these connections can also lead to mentorship opportunities and job referrals.