Most people who want to pivot to tech sales aren’t sure how to do it.

Most people who want to pivot to tech sales aren’t sure how to do it. Here’s how I went from selling Payments to Software as a Service 👇 

I was living in San Francisco and was surrounded by Tech. I wanted in. 

The largest employer in the city was Salesforce, so I started there. 

I saw an AE posting at Salesforce selling to Financial Services customers. 

I decided to shoot my shot. 

I called the one person I knew who worked there, the legendary  Christopher Mercer and he helped me immensely in preparation for the interview 💞 .

Without Chris’ referral, my resume would never have stood out. 

My first call with the hiring manager,  Michael Khoury (another legend) was a great conversation because I connected the dots for him 

🌟At Amex, we were the most expensive, I sold on value. Salesforce is not the cheapest solution. 
🌟At Amex, I sold to CFOs and I had executive presence. This is also critical at Salesforce. 
🌟At Amex, I led a team and had a strong operational process. I knew how to be a model AE. This is music to any hiring manager’s ears. 
🌟I shared a compelling story about a deal cycle I ran at Amex. I highlighted my creativity in the deal cycle, my scrappiness, my business acumen and my ability to deliver results. 

At the end of the day, what I was selling at Salesforce couldn’t have been more different.

But it was my ability to identify the commonalities and the characteristics needed for success that landed me the job. 

Tips for an industry pivot:

1️⃣ Be willing to “Take a step back”. 
Focus on what you gain.. 

I went from leading a team to being an AE again, and while I was initially concerned about my trajectory, it was the best decision I ever made. Running my own deal cycles helped me master the new industry—and financially, it paid off. I became the #1 AE in my division.

2️⃣ Treat job hunting like a deal cycle. 
Talk to as many people as you can (aka discovery) and learn as much as you can before your first interview.

I did a cold outreach to  Reyna Suarez after she posted in a Facebook Mommy’s group and referenced her employer, Salesforce. She met me and offered me incredible insights 🙏. 

3️⃣ Get on the hiring manager’s radar. 

“But I don’t know anyone at the company!”

Good salespeople step up to this challenge. The hiring manager is the decision maker, use your prospecting skills and cold call. 

Cold outreach from prior to an interview gives you and edge. Very few candidates take the time to do this. 

4️⃣ Connect the dots for the hiring manager. 

Find your “angle”. 

Find a role that leverages your past experience. For me, this was a job selling to the industry I was coming from. 

When doing your “discovery” meetings, learn as much as you can about the company’s sales process, customer problems, buyer personas etc. 

Develop your point of view and articulate how your past experience applies to the role you’re applying for.