Tech Sales in India: Roles, Skills and How to Break In

Tech sales is one of the fastest-growing sales career paths in India, spanning SaaS, software, cloud and IT services. This guide explains the main roles and what employers look for.

Key takeaways

• Most people enter tech sales as an SDR or BDR.
• Employers screen for curiosity, written clarity, discovery skill and resilience.
• You do not need an engineering degree, but you must understand the buyer's problem.

The main tech sales roles

• SDR / BDR: researches accounts and books qualified meetings.
• Inside sales / account executive: runs discovery, demos and closes deals.
• Enterprise account executive: manages large, multi-stakeholder deals.
• Account manager / customer success: grows and renews existing customers.
• Sales leader: builds and runs the team.

Skills employers screen for

Account research, clear written outreach, structured discovery questions, handling rejection and learning quickly from feedback. Many employers now include a live prospecting task or role play.

How to break in

Learn the basics of how software companies sell, practise writing outreach to a real company, and prepare to discuss what you learned from any customer-facing work. Our sales career paths guide and Sales Career Accelerator can help.

When you are ready to apply, browse live tech and SaaS sales vacancies on JobExchange.