Creating groundbreaking technology is merely the kickoff. The next step? Selling the pitch and scoring a touchdown with the audience.
But tech sales isn’t for everyone. It demands a unique blend of skills and determination to thrive in this fast-paced arena. Fortunately, we’re seeing a lineup of MVPs stepping up to the gridiron, ready to tackle the challenge just in time to match the rising demand.
According to the Bureau of Labor Statistics, tech sales positions are projected to blitz from six to 10 percent by 2028. And if the current trajectory of the tech sector is any indication, this growth could very well break records, offering even more opportunities for those ready to seize them.
Recently, Built In Boston sat down with salespeople from Linus Health and Smart Bear for a look into their action-packed schedules and to discuss what motivates them to close deals day in and day out.
Linus Health is a digital health company focused on transforming brain health for people across the world.
Describe your current role. What does a typical day look like for you?
A day in the life of an account executive at Linus Health is never the same and is always exciting. From learning about each primary care physician's practice to their patient-specific needs, I learn about any roadblocks or challenges they are facing that may disrupt their workflow. I also work with these physicians to see where there may be gaps and how our platform will work into the workflow of their busy clinic.
In one day, I could have multiple different meetings, whether that be an in-person lunch or virtual meetings going over the scientific validation of our tool, discussing the actionable insights that are available for providers, educating offices on how our assessments provide streamlined capabilities to meet the rising needs of older adults, and providing clinical validation and studies on how intervening earlier with cognitive assessment tools helps to slow the curve of cognitive decline.
I pride myself as a trusted partner and work to build that trust through the relationships I establish with these physicians daily. We provide the tools the providers and staff need to help identify cognitive impairment concerns earlier.
What is your favorite part about your job? What about the most challenging aspect? How do you work to overcome those challenges?
My favorite part of the job is learning about each practice and seeing their enthusiasm and excitement once they realize just how efficient our tool is in comparison. I also love the training aspect of my job. It’s amazing to be in the clinic, providing them with real-life scenarios that can integrate into their practice’s workflows and not disrupt their current flow.
The most challenging aspect of my job is getting in front of key decision-makers about leveraging our solution. I overcome these challenges by getting creative — whether that be scheduling breakfast meetings before they start seeing patients, utilizing our medical team to help bridge the gap with physicians, collaborating with our marketing department on the most recent webinars or press releases, and writing handwritten notes to get five minutes of their time.
I overcome sales challenges by getting creative — scheduling breakfast meetings before they start seeing patients, bridging the gap with physicians, or writing handwritten notes to get five minutes of their time.”
What opportunities for advancement are there in your position at your employer?
I was recently promoted to senior account executive several months after returning from maternity leave. Working for Linus, I feel empowered by our platform because it helps provide better patient outcomes, and my voice is heard within this organization. The sales career development is structured according to sales performance and deal size. As a high-performing team, we are dedicated to growing alongside the company, offering numerous advancement opportunities based on merit. Leadership prioritizes mentorship and skill development while also granting autonomy to foster strategic out-of-the-box thinking. This team values a work-life balance, and I saw that firsthand while on maternity leave and returning as a new working mom.
SmartBear provides a portfolio of trusted tools that give software development teams around the world visibility into end-to-end quality through test management and automation, API development lifecycle and application stability, ensuring each software release is better than the last.
Describe your current role. What does a typical day look like for you?
I’m currently an account manager supporting the API lifecycle team at SmartBear. A typical day for me involves managing relationships with existing customers and ensuring success with their solutions, as well as expanding our footprint within my existing accounts, meeting them where they are and getting them where they need to go.
I assist prospects in their initial research and planning phase, help prove out and identify their preferred solution, and pending a successful evaluation, guide them through the procurement process while facilitating continuous onboarding and best practice training to ensure their success.
What is your favorite part about your job? What about the most challenging aspect? How do you work to overcome those challenges?
My favorite part of the job is the endless opportunity and competitiveness of this career. There is nothing better than being rewarded for the hard work that you put in.
My favorite part of the job is the endless opportunity and competitiveness of this career.”
The most challenging aspect for me is the temptation to multitask. From prospecting and client meetings to administrative duties and forecasting, all are important to be successful in this role. I'm able to overcome this by ensuring I stay organized and creating time blocks for specific efforts.
What opportunities for advancement are there in your position at your employer?
What I appreciate about SmartBear is the company’s commitment to career growth and hiring internally. In my two years here, I have received three promotions and have seen many colleagues of mine climb the ladder quickly, whether that has been as an individual contributor or management. We also have free access to LinkedIn learning, which is great.
