Four years ago I was managing 160 rental properties in Melbourne, on a salary that barely covered rent. Today I’m an SDR at one of the world’s leading enterprise software companies, living in Bali, on a six-figure income with uncapped commission.
No degree. No sales background. No one in tech in my network.
If you’re reading this, you’ve probably heard about tech sales. Big salaries, remote work, fast promotions. And part of you is wondering whether it could actually be you. It can. Here’s how.
What tech sales actually is
Tech sales means selling software to businesses. The entry-level role is called an SDR (Sales Development Representative) or BDR. Employers define the two titles differently.
Current vacancies describe different mixtures of account research, inbound qualification, phone and email outreach, LinkedIn prospecting, meeting booking, CRM updates and collaboration. Some roles include more of the sales cycle, so check the vacancy rather than relying on the title.
SDR can be one entry point into commercial software work. Not every software company has the role, and the next step is not automatic.
How to research the Australian market now
Hiring changes quickly. Use current job boards and company careers pages to see which employers have a suitable vacancy, location and work arrangement today.
QuotaClub’s ANZ careers directory is a research starting point, not a live vacancy feed. Verify each opportunity directly and tailor your evidence to its essential criteria.
Current
Check the live vacancy and employer careers page before applying.
What companies actually look for
Requirements vary. Some current vacancies accept transferable or equivalent experience; others require previous sales-development work or a degree. Treat the essential criteria as the source of truth. For the evidence and application advice, see whether you can become an SDR without a degree in Australia.
Drive means you’ll do the hard stuff without being chased (cold calling is uncomfortable). Coachability means you’ll take feedback and apply it.
Career changers can use truthful examples from hospitality, retail, teaching, property and other work where those examples match the vacancy. Transferable experience does not override a required criterion.
The 5 steps to land your first role
Start with the vacancy criteria, then make your relevant evidence easy to verify.
1. Rewrite your resume for tech sales
Rewrite bullets to surface truthful evidence relevant to the vacancy, such as measured achievement, customer communication or target-based work. Never add a number, rank or responsibility you cannot verify.
2. Rebuild your LinkedIn so recruiters find you
Keep your LinkedIn dates, titles and claims consistent with the application. Use a clear headline and summary if they accurately describe your target and experience; privacy and visibility settings are personal choices.
3. Apply strategically, not broadly
Prioritise vacancies where you meet the essential criteria. Research the product and buyer, then tailor the application around truthful evidence the employer can verify.
4. Prepare for every interview round
An SDR process may include some of these stages:
- Recruiter screen
- Hiring manager interview
- Mock cold call (you cold-call the hiring manager in a scenario)
- Panel or peer interview
- A presentation or written exercise where the employer uses one
If the employer includes a roleplay, ask what will be assessed and practise an accurate opener, discovery questions, listening and a clear close. Recording a practice can help you review it.
5. Negotiate your offer
There is no reliable public Australian dataset proving a standard negotiation margin. Ask which terms are flexible, support a specific request with current evidence and review the base, OTE, quota, ramp, super and payment rules in writing. A counter is a choice, not a rule.
Common mistakes that kill applications
- Generic application. Tie truthful evidence to the actual criteria rather than reusing claims that do not fit the role.
- No clear “why sales” answer. “I like talking to people” is not it. Get specific, personal, connected to your past.
- Bad-mouthing your current employer. Frame the move as moving toward something, not running from something.
- Poor communication. If your situation changes, send a clear update when practical and keep your commitments accurate.
- Ignoring commission structure. Ask about quota, ramp, crediting, payment timing, reversals and accelerators as well as base.
No fixed timeline
Suitable vacancies, work rights, preparation and employer processes all affect timing.
Realistic timeline and salary expectations
There is no representative Australian timeline for a career changer to secure an SDR offer. QuotaClub’s 2026 Australian model places a Junior SDR at A$66,500 base and A$90,000 to A$100,000 OTE, and a standard SDR at A$75,000 base and A$100,000 to A$115,000 OTE before super. Actual earnings depend on quota attainment and the written compensation plan.
SDR can lead to Account Executive and other commercial roles, but there is no verified standard Australian timeline or guaranteed earnings path. Ask employers for written criteria and recent internal examples.
The decision to back yourself isn’t teachable. The rest is just execution.
The one thing that matters more than any of this
Persistence can support a job search, but it does not replace role fit, work rights, suitable vacancies or employer decisions.
Preparation can improve over time, but there is no fixed number of weeks after which someone is job-ready. Use employer feedback and practice evidence to decide what to work on next.
If you’re already at that point, the rest is just execution.