Since 1988, Nike’s “Just Do It” campaign has inspired athletes around the world to push past their limits and embrace challenges head-on.
Jacob Ritchie, a sales development representative at TravelPerk, took a similar approach to his career in tech sales. For those looking to chart a new path in the industry, his advice is clear — don’t overthink it, just get started.
“For anyone looking to break into tech sales, the most important thing is to take action,” he said. “I personally waited three months after deciding I wanted to pursue tech sales before sending out my first application — while it still worked out for me, don’t make that mistake,” he said. “If you’ve done your research and know this is the path you want, don’t hesitate. Start applying.”
“If you’ve done your research and know this is the path you want, don’t hesitate. Start applying.”
Ritchie emphasized that while there aren’t many “must-have” skills for a role in tech sales, there are certain qualities that can make the journey easier.
“What you do need is an open mind and a strong willingness to learn,” he said. “Though I lacked formal training, I made up for it by diving into self-taught lessons through YouTube, podcasts and guidance from a friend in sales. I learned about sales tools, daily workflows and the mindset needed for success. This hands-on research gave me the confidence to excel during the interview process and hit the ground running from day one.”
Built In Boston heard more from Ritchie about how he adapted to the tech sales world and the opportunities he has found for growth.
TravelPerk is a business travel management platform that simplifies the process of booking and managing corporate travel, offering a seamless experience for companies of all sizes.
What has been your path to tech sales?
After graduating from college in 2023, I jumped into a job as a shipper and receiver for a local computer manufacturer to get started right away. It was a lot of manual work and I knew it wasn’t what I wanted to do forever. Looking for a new avenue in life, I created a web design service as a side project for extra income, and that’s where I discovered my passion for sales.
I found myself struggling with the sales portion of my business and knew I had a lot of work to do; even though I wasn’t great I loved the process. I started applying for SDR positions to get hands-on experience, and TravelPerk immediately stood out as my top choice. They were generous enough to take a chance with me and the rest is history.
What is the sales culture at your company like? How have you grown professionally as you’ve worked in tech?
You often hear about toxic sales cultures, but TravelPerk is the complete opposite — everyone welcomed me with open arms, despite my lack of prior sales experience. Hitting your targets is, of course, a top priority, but what really stands out is the balance between performance and personal well-being. TravelPerk genuinely values work-life balance — it's embedded in our culture. One of the key principles is “Impact over Effort,” meaning we’re encouraged to focus on meaningful results without burning out.
“What really stands out at TravelPerk is the balance between performance and personal well-being.”
Since starting in tech, I’ve grown both personally and professionally. My problem-solving skills have sharpened, and I’ve learned to communicate more effectively. I’ve also gained a daily boost in confidence, which I feel in every interaction I have.
