Breaking into SaaS sales: What we look for in entry-level candidates

This is Erno. He started with us as an SDR (read more to find out what that means) and currently working as an Sales Executive.

So, you’re considering jumping into sales, especially B2B SaaS sales? Smart move! It’s fast-paced, high-energy, and has uncapped earning potential (yes, you read that right - your paycheck is in your hands).

But let’s get real: SaaS sales isn’t necessarily about throwing around tech jargon with tech savvy folks and hoping for the best. It’s about gaining a deep understanding of the industry, solving real customer problems within it and building long-term relationships. Thriving in such a space requires curiosity, resilience, and ambition.

At Metroc, we’re scaling fast, and we’re always on the lookout for ambitious go-getters who want to break into SaaS sales. If you’re new to the game and wondering “How do I land my first SaaS sales job?” I'm ready to give you a peek behind the curtains from a recruiter’s perspective, and spill the beans on what we are looking for when hiring sales candidates who are in the early stages of their careers.

Why going into SaaS sales is a great career choice?

We get it. One of the biggest draws to sales is the earning potential, and most SaaS sales roles (ours included) operate on commission-based models, meaning your hard work directly impacts your paycheck. But I want to highlight that SaaS sales has a lot more going for it besides the paycheck.

The tech industry is constantly evolving, which means you'll always be learning, adapting, and facing new challenges. If you enjoy a fast-paced environment and expanding your skillset, SaaS sales could be a great fit.

At Metroc, we build SaaS solutions that actually help construction companies work smarter. The tech under the hood is cool, but the real win? It’s simple and solves a real-life problem making also the not-so-techy users see the value immediately. Unlike traditional, transaction-focused sales, where you sell a product or a service once and move on, SaaS is subscription-based. That means your goal isn’t just to close a deal, it’s to ensure the customer continues to derive value from the product.

How to get started in SaaS sales

SaaS sales is not a “one-size-fits-all” type of thing, and there are differences when it comes to the industry, product, and company you’re working with. When you are figuring out your own path in SaaS sales, pay attention to the following:

🔎 Find a product & industry you actually care about! Sales is all about figuring out and solving the problems your prospects are facing. If you don’t believe in what you’re selling, neither will your customers. Start researching industries and products that excite you. Bonus points for you: this also helps sharpen your prospecting skills which you’ll need on the job.

🏢 Big corporation vs. Startup Life Some thrive in structured, well-oiled machines like the big-name SaaS companies. Others love to create the structure and the fast-moving, wear-many-hats type of environment of a startup. In a startup, you’re closely involved in shaping sales processes, collaborating closely with product teams, and helping scale the business. You get to directly see your impact with your own work! If you like autonomy and impact, SaaS sales in a startup such as Metroc might be your jam.

Most SaaS sales reps start as Sales Development Representatives (SDR). Your job? Prospect, qualify leads, and book meetings for the sales team. This is where you learn the role, product & industry before eventually taking on a closing role. Think of it as a sales bootcamp where you’ll learn the roles before carrying the weight of an individual sales quota.

What We Look for in Entry-Level Sales Candidates

Now for the million-euro question: what makes a great entry-level SaaS sales rep? While there's no single ideal background or experience, certain elements in resumes, soft skills, and previous experience indicate that a person has what it takes to thrive in SaaS sales.

What we are looking for in your CV? (also known as Hard Skills):

Comfort with high-volume outbound calls. You might have worked in a call center or customer service where you have handled dozens of calls per day. What we are looking for here is you being comfortable with cold-calling and able to handle the phone etiquette. We’re an outbound-driven sales team, so being proactive is key for building a solid sales pipeline.
The ability to move fast, learn & adapt. Our sales environment is quite dynamic, and sales cycles are on the shorter side of the B2B world, typically around 30 days. Being able to work in a fast-paced environment is vital for you to really enjoy the work.
Any experience working with B2B customers. This is not a must, but helps you get accustomed to our B2B sales environment. You can get B2B exposure also in non-sales roles, like customer service. Sales cycles for businesses are typically longer and more complex than those for individual consumers, therefore any prior experience in the space is a great foundation to build on (construction pun intended 🏗️).

What makes you to stand out? (or the Soft Skills):

Hunter mentality. You’re ambitious and love chasing opportunities. You get motivated by a little competition and aim for consistently improving your skills and sales results.
Curiosity over pitching. We think that great salespeople don’t just talk. They listen, ask questions, and understand customer pain points before offering a solution.
Strong communication. If you can clearly explain why you’re a great fit in an interview, we believe that you can clearly explain our product to customers.

Transferable Skills? (The non-sales experience that counts):

Resilience. Working in sales means that you need to be able to handle rejections. Being able to handle it, find your motivation and push forward is key for building long-term success in sales.
Negotiation & persuasion. Ever convinced your friends to try a new restaurant or join you for a run? Congrats, you’ve already started developing this skill!
Industry knowledge. If you’ve worked in construction, tech, or any B2B role, you already have a head start in understanding our product, business and customer base.

How to Nail the SaaS Sales Interview

Congrats on making it this far! You’ve had the recruiters' curiosity but now you have their undivided attention for about 30 minutes. Here’s how to make the best of a recruiter interview to make sure you’ll land the role.

Perfect your elevator pitch 🎤 During cold calls, you need to quickly grab the customer's attention. Similarly, you should be able to concisely explain your background, motivation, and skills in under a minute when applying for a job. Think of it as an elevator pitch and highlight how your experience is relevant to the position.

Do your homework & Get to know the company and product 📚 Demonstrate your motivation by researching the company & product before the call. The more you understand how the product helps customers, the better you’ll stand out.

Ask Smart Questions❓ Great salespeople are curious. Show your engagement by asking about relevant topics such as team structure, sales goals, or product-related questions.

Final Thoughts: Is SaaS Sales for You?

Are you an ambitious individual who thrives in a fast-paced, challenging environment? If so, a career in SaaS sales might be perfect for you!

Connect with us and we'll keep you posted of all the exciting B2B SaaS sales opportunities we'll have coming up!