The basics
What is tech sales?
By the end of this page you’ll know what an SDR does day-to-day, what tech companies actually hire for, what you can earn in Australia, and how someone with no sales background gets in.
Short version
Tech sales is the job of helping companies discover and buy software that solves a real problem for them. The entry-level role is called a Sales Development Representative, or SDR. You research the right companies, reach out by phone, email and LinkedIn, and book qualified meetings for a senior salesperson on your team. Some employers accept candidates without a degree or prior sales experience; others specify qualifications. Read the vacancy closely and show relevant communication, preparation and target-based experience.
Written and reviewed by Isobel Hardwick, founder of QuotaClub and a practising Sales Development Representative. About the author.
Last reviewed
The day-to-day
What does an SDR actually do all day?
The job is repetitive in the best way. You do four things, on different proportions depending on the employer, territory and sales motion. This is a task map, not a universal daily schedule.
Research the right companies
You start the morning by working through a list of companies your software is a fit for. You're looking for the right person to talk to (usually a manager or director) and a real, current reason they might care.
Call your inbound leads
Where the role includes inbound qualification, you review requests, ask approved questions, assess the employer's fit criteria and record the outcome. Response expectations and handoff rules are employer-specific.
Send personalised outbound
Where outbound is included, you may use phone, email or LinkedIn within the employer's approved process. There is no representative Australian daily-volume or reply-rate benchmark.
Book and prep meetings
When someone agrees to a chat, you book a 30-minute meeting between them and your Account Executive (AE). You write up notes on what you've learned so the AE can walk in prepared. Each booked meeting is the unit of work that gets you paid.
For a deeper walk-through, see what an SDR does all day in Australia.
Hiring criteria
Who do tech companies actually hire?
SDR job ads and interview processes can assess coachability, curiosity and communication, alongside role-specific experience and qualifications. Some vacancies accept equivalent experience while others specify a tertiary qualification.
In Isobel’s experience, it helps to show that you can hold a clear conversation, apply feedback and continue working through rejection. These are professional observations, not a universal hiring scorecard.
If you’ve worked in a customer-facing role, identify the parts that match the vacancy and support them with truthful examples. The next step is positioning that evidence clearly on paper and in interviews so they can see it.
See how to become an SDR without a degree in Australia for the full breakdown.
The money
How much does an SDR earn in Australia?
These are QuotaClub’s directional 2026 Australian market bands, shown before super. OTE is base plus variable commission at 100% quota, so actual earnings may be lower or higher.
Junior SDR
A$66.5k base
QuotaClub model: A$90k–A$100k OTE.
Standard SDR
A$75k base
QuotaClub model: A$100k–A$115k OTE.
Senior SDR
A$86k base
QuotaClub model: A$115k–A$130k OTE.
For a calculator that estimates what you could earn in your first year, use the SDR salary calculator. For a deeper breakdown by city and stage, read how much SDRs earn in Australia in 2026.
Location freedom
Where can you do this from?
SDR work can be done remotely because the core tools are cloud- based, but companies choose whether a role is office-based, hybrid or fully remote. My clients work from home in Sydney, Brisbane, Melbourne and Perth, and I work from Bali.
Location requirements still matter. Check the job listing for office attendance, work-right and timezone expectations rather than assuming every software company hires from anywhere.
The work is remote-compatible; the employer’s policy decides whether the role actually is remote.
The long game
What's the career path beyond SDR?
SDR can lead to Account Executive or other commercial roles, but there is no verified standard Australian promotion timeline. Check each employer’s written criteria and recent internal moves.
Entry role
SDR
You learn prospecting, calling, outbound writing and qualification. QuotaClub's standard model is A$100k–A$115k OTE before super.
Possible next step
Account Executive (AE)
You own more of the sales cycle: discovery, demos, negotiation, forecasting and closing. Internal progression depends on written criteria, demonstrated readiness and an available role.
Later career
Senior AE / Enterprise
You may sell to larger, more complex customers. Check the current vacancy for the required closing record, segment and sales-cycle experience.
Other paths
Beyond
Sales leadership, partnerships, customer success, enablement and revenue operations are other possible directions. Requirements vary by employer.
For the full timeline and how to get there faster, read how long it takes to go from SDR to AE in Australia.
Common questions
Tech sales, answered.
What is tech sales in simple terms?
Tech sales is the job of helping companies discover and buy software that solves a real problem for them. You spend your day talking to people about their work, finding out what slows them down, and showing them whether your product can help. There is no shouting, no door knocking, no pressure tactics. The good ones do it by being curious and helpful.
What does an SDR do day-to-day?
An SDR (Sales Development Representative) researches companies that might benefit from the software they sell, reaches out to the right people by phone, email and LinkedIn, has a friendly conversation, and books a meeting between that person and a senior salesperson on the team. The goal is to fill the calendar of the senior salesperson with qualified meetings.
Do I need a degree to get into tech sales in Australia?
You can apply for some SDR roles in Australia without a university degree because some employers accept equivalent experience. Other employers specify tertiary qualifications, so check each vacancy. In broader Australian Sales Representatives data, 20.2% of workers report a bachelor degree as their highest qualification. That occupation is wider than SaaS SDR work, so it provides context rather than the percentage of SDR jobs that require a degree.
How much does an entry-level SDR earn in Australia?
QuotaClub's 2026 Australian market model places a Junior SDR at about A$66.5k base and A$90k to A$100k on-target earnings (OTE), and a standard SDR at A$75k base and A$100k to A$115k OTE, before super. These are directional market estimates. Actual earnings depend on quota attainment and the written compensation plan.
Is tech sales remote-friendly?
SDR work can be performed remotely because the core tools are cloud-based, but employers choose whether a role is office-based, hybrid or fully remote. Fully remote roles exist in Australia and APAC, including Isobel Hardwick's own experience working from Bali, but candidates should check the location and timezone requirements in each listing.
Do I have to be pushy to do well?
No. The role can reward clear questions, careful listening and accurate qualification. Performance standards and sales methods vary by employer, and aggressive behaviour is not a substitute for relevance or compliance.
How long does it take to break into tech sales?
There is no standard or guaranteed timeline. It depends on the number of suitable vacancies, your starting point, work rights, location, application quality and interview performance. QuotaClub helps candidates improve the parts they can control.
What's the difference between SDR and BDR?
Employers define the titles differently. Either role may cover inbound qualification, outbound prospecting or a mixture, so compare the actual responsibilities, quota and compensation plan rather than assuming a universal split or equal pay.
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Now you know what tech sales is. Want help getting in?
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