How to break into AI sales and find your first job

With companies investing more in AI technology, the demand for AI salespeople is growing, making now a great time to enter the field.

In this article, you’ll learn what AI sales is and why it’s worth getting into. You’ll also discover the skills you need to excel and some tips to help you break into the industry.

Why work in AI sales?

AI sales is the process of selling artificial intelligence products or services, such as automation software, generative AI tools or AI-driven platforms (e.g., a CRM or email marketing platform).

Right now, AI is a market with demand and long-term growth potential. Millions of businesses use AI-powered software to increase productivity, efficiency and revenue.

A recent PWC survey shows that 69% of CEOs believe AI will “significantly change the way their company creates, delivers and captures value in the next three years.”

As Mohamed Kande, PWC’s Global Chair, notes:

With growth comes a greater need for skilled salespeople. Google Trends shows interest in “AI sales” has grown significantly since 2022.

Search for “sales AI jobs” on LinkedIn, and you’ll find thousands of live roles, ranging from internships at startups to senior positions at global corporations.

Here are a few of the incentives for becoming an AI sales professional:

• Generous pay. The need for sales professionals also means companies offer competitive salaries to attract talent. The average salary for someone in technology sales (AI sales roles often fall under the tech sales category) is US$82K/yr.

• Performance bonuses. Many salespeople earn performance-based commissions on top of their salary. The more successful you are in closing deals and meeting targets, the higher your take-home pay.

• Career development. With experience and a proven track record, it’s possible to progress from a sales representative role to a management position, increasing your earnings and job security.

Roles in AI sales

Depending on your skills and experience, you can take various roles to break into AI sales. Here are some of the positions and their responsibilities.

Entry-level AI sales roles

• Sales development representative (SDR). Sales development representatives are responsible for lead generation. They spend most of their time identifying and engaging prospects with outreach tactics like cold calling and cold emailing. They then pass leads on to sales reps to nurture deals.
  

• Sales representative. Sales reps sell products by engaging directly with qualified leads. They’re responsible for generating revenue by building relationships and using different sales tactics to close deals.

Mid-level AI sales roles

• Account executives (AEs) are responsible for the entire sales cycle, from lead generation to closing the deal. They collaborate with sales and customer service teams to provide after-sales support that improves customer experience and increases retention.

• Account manager. Account managers build and maintain long-term customer relationships by acting as the client’s main point of contact. They’re trusted advisors who ensure customers make the right purchases and offer advice to help them get the most from the product.

Senior AI sales roles

• Sales manager. The sales manager leads the sales team. It’s their job to set goals and ensure sales reps hit them. They hire, train, motivate and support sales reps. They also track performance to keep teams moving in the right direction.

• Sales engineer. Sales engineers sell technical products to businesses. They have advanced knowledge of AI systems and are clients’ primary technical point of contact throughout the sales process. They deliver use-case demos and technical presentations to show the benefits of AI solutions.

• Sales operation manager. A sales operation manager oversees the sales team’s tools and processes. It’s their job to streamline workflows. For example, they might implement AI sales tools to help salespeople boost productivity and efficiency.

• Sales director. A sales director oversees the sales team. They create sales strategies, set targets and train sales managers to create a revenue-generating business. They work with operations managers, marketing leaders, product managers and finance teams to manage budgets and align sales activities with company objectives.

• Vice president (VP) of sales. A VP of sales leads the sales department and manages sales operations. They work closely with directors to set sales goals and targets while developing strategies to drive sales. They also train and mentor the sales team, handle sales forecasting and deliver reports to directors or stakeholders.

What skills do you need for a career in AI sales?

AI sales combines the fundamentals of selling with the complexities of artificial intelligence and machine learning. Understanding and having a passion for both is essential for breaking into the industry and progressing your career.

Here are some skills sales managers look for in an AI salesperson.

Soft skills

Soft skills are general character traits that determine how you work with others. They define your personality and are essential to building relationships with customers. They also help you fit in well with a sales team to create a positive work environment.

Soft skills to demonstrate and nurture include:

• Written and verbal communication skills to engage prospects

• Active listening skills to understand customer pain points and tailor your messaging

• Collaboration skills to work together with other employees, develop strategies and hit targets

• The ability to adapt to market and AI technology changes to meet customer needs

• Relationship-building skills to create long-term trust and meaningful connections with customers

• Time management skills to prioritize tasks, stay organized and increase productivity

• Problem-solving skills to address customer problems and offer tailored solutions

• Empathy skills to put yourself in the customer’s shoes, understanding their needs and perspectives to deliver better outcomes

• Honesty to promote ethical selling and do what’s right for the customer

• Learning and development skills to improve and become a company asset

Soft skills are critical requirements in AI sales job descriptions. For example, Collective[i]’s AI sales development representative job description expects candidates to have effective communication, relationship-building, collaboration and adaptability skills.

Highlight soft skills in your resume and social media profiles to catch the eye of hiring managers (more on how to grab the attention of potential employers soon).

Hard skills

Hard skills are job-specific technical skills and knowledge you get through education, training and experience.

In AI sales, hiring managers will look for hard skills such as:

• Product knowledge that shows you understand how the product works, its features and how it improves customers’ lives

• Industry knowledge to show you understand the AI market and competition and how your product meets market needs

• Sales prospecting skills to identify which leads to look for, where to find them and how to engage them, as well as knowledge of prospecting tools to streamline activities

• Lead qualification skills to research and analyze leads and determine whether they fit the company’s ideal customer profile so sales teams don’t waste time on the wrong people

• Sales process proficiency and a knowledge of how to use different techniques throughout the sales cycle

• Presentation skills to pitch products, engage customers, capture attention and close sales

• Technology skills to use a CRM, sales automation software and data analysis platform

• Closing techniques to address prospects’ concerns, overcome obstacles and make the sale

In AI sales job descriptions, you’ll see hard skills listed alongside soft skills. For example, collective [i]’s job ad wants an SDR to identify and engage prospects and assist directors in closing deals.

Hard skills can be transferable. Experience as a machine learning engineer, for instance, shows you know about AI development and programming languages. With the right blend of soft skills, it’s possible to adapt this experience to an AI sales engineer role.

Do I need formal education to break into AI sales?

Formal education isn’t essential for every sales role (especially at entry level). However, even without experience, qualifications or certifications, it can get you a foot in the door and advance your career.

The answer isn’t necessarily pursuing a degree in computer science. Showing you passed a sales course or completed AI training tells a sales manager you’re knowledgeable and enthusiastic.

Here are some AI and machine learning courses to boost knowledge and credentials:

• Google Cloud: Generative AI courses for every skill level

• LinkedIn Learning: AI Essentials for Sales Professionals

• Microsoft: Fundamental AI Concepts

• Future Learn: Digital Skills Artificial Intelligence course

• Stanford University: Natural Language Processing with Deep Learning

• Coursera: Deep Learning Specialization by Andrew Ng

• BizHack: AI for Marketing and Sales

• Codecademy: Learn How to Use ChatGPT

• Amazon Web Services (AWS): Learn AI

If you’re new to the industry, consider supplementing your learning with an internship or entry-level sales role to develop your skills, get hands-on experience and learn from professionals.

How to find a job in AI sales

With the right skills and education, you’re well-positioned to secure an AI sales role. Here are some tips to find opportunities, grow your network and impress hiring managers.

Search for AI sales jobs

The fastest way to find AI sales roles is to explore job boards and websites for open positions.

A broad Google search using keywords like “AI sales jobs” or “artificial intelligence sales” in your location will return results from Google job postings and other job sites.

If you know the role you want based on your skills or experience, you can use that information to narrow down results and find specific positions.

For example, if you’re looking for a sales development role, try searching for “AI sales development representative jobs” or “machine learning sales development representative.”

Set up alerts for your keywords on job boards to receive the latest openings in your inbox. Additionally, search for roles on professional networks like LinkedIn, where companies or employees post open positions regularly.

LinkedIn lets you filter searches by People, Posts, Jobs and Companies.

Use these filters to find roles and follow managers and organizations that pique your interest.

Demonstrate your knowledge on social media

Sharing your expertise on social media can make you attractive to employers. Organizations recruit and headhunt talent using social platforms like LinkedIn.

What you share on social media is essential. Hiring managers will want to see that you have the knowledge and skills to be an asset to their company.

First, if you have personal social media profiles, consider making them private so potential employers can see only what applies to the position.

Focus on updating your professional profiles with relevant content. For instance:

• Share your activities, wins and perspectives on AI and sales

• Create posts that drive engagement by asking questions about your industry

• Comment on posts by industry influencers and companies you follow to boost visibility

• Respond to comments to increase reach

Optimize your profiles to highlight your expertise and accomplishments. Use keywords in your profile headlines, summaries and experience to appeal to humans and algorithms.

For example, the top LinkedIn profile search results for “AI sales expert” have sales and AI-related keywords in their headlines.

It’s a simple way to get more profile views and elevate yourself above other candidates.

Network, network, network

Networking is an effective way to get your name and face known by people in your industry. Attending events and opening lines of communication can increase your confidence and build relevant relationships for your career.

Here are some ways to grow your network and boost opportunities:

• Sign up (and show up) to networking events, conferences and expos

• Join industry associations

• Meet recruiters

• Attend informal industry meet-ups

• Keep in touch with former colleagues

• Join online groups, forums and communities

• Connect with relevant industry professionals on LinkedIn

Since landing an AI sales job is your goal, use networking as a chance to learn, share ideas and get support. Creating new relationships is crucial, but fostering existing ones helps with personal and career growth. Connections you make today can help you one, two or 10 years from now.

If the thought of networking is intimidating, try these tips:

1. Start small. Challenge yourself to attend a local event and listen to a talk, or send one email to someone in your industry and build from there.
2. Focus on AI or sales events. Topic-specific events give you a chance to connect with like-minded people. You’ll likely find it’s easier to talk to people about your passions.
3. Call on your friends. Someone who’s been where you are now can make introductions or kick-start conversations, giving you the confidence to do it solo next time.

Tailor your resume to the job you want

Tweaking your resume to match the job description tells potential employers how your skills and experience match the specific role. It’s also your best chance at getting your resume in front of human eyes.

Many employers use applicant tracking systems (ATS) to scan resumes for keywords and specific skills. The ones that relate to the job description move on; those that don’t get rejected automatically. Small changes help you pass screening, putting you ahead of other candidates.

Here are some tips to make your resume fit:

• Read job descriptions carefully to understand what the role requires
  

• Research the company’s values and culture; include information that shows you’re a fit

• Highlight keywords and skills in the job description (e.g., good communication skills or strong AI knowledge).

• Draw attention to relevant hard and soft skills with specific examples to show your experience

• Put your most relevant experience, training and qualifications first

Once you have a resume tailored for AI sales roles, a few well-placed tweaks each time are enough to give you the edge.

Contact hiring managers directly

Contacting a hiring manager at a company you want to work for can help you bypass resume screening and make yourself stand out as a candidate.

It also gives you a chance to make valuable connections. Even if you don’t land this job, there might be a future role that fits.

Here’s how to find hiring managers on LinkedIn:

1. Enter a company name into the LinkedIn search box

2. On the company page, click “People” to view employees

3. Use keywords to filter results by job title (e.g., sales manager, talent or acquisition)

For example, a search for “talent acquisition sales” on Google Deepmind’s LinkedIn company page returns nine associated members you could contact.

When you’ve found the right person, email a personalized message. Remember, hiring managers likely read dozens of similar messages daily, so it’s best to keep communication short and sweet.

Express your interest in the company and the possibility of working in an AI sales position, sharing why you’re the perfect fit for the role.

After initial contact, follow up to keep the conversation moving. Persistence can help show your interest and keep you on the hiring manager’s radar.

Keep learning to stay at the top of your game

The best salespeople know they’re never done learning. Make yourself attractive to employers by updating your skills and staying up-to-date on market trends and new technologies.

Attend AI and sales workshops, training sessions or bootcamps by industry leaders and potential employers. Additionally, develop your tech knowledge by learning about the tools AI sales teams use.

For example, Pipedrive Learn has CRM academy courses and video tutorials to help you learn CRM management and sales skills.

Referencing this training on your resume and social profiles tells hiring managers you’re someone who can fit into a team and get up to speed quickly.

Plan ahead to be interview-ready

Landing an AI sales interview means a company sees something in you. It’s your chance to prove you’re the best person for the role.

As your interview approaches, preparing can help you feel confident to present yourself and your ideas well.

Here are some tips for getting interview-ready:

• Get your outfit ready early. Choose comfortable clothes and shoes

• Review the job specifications, making notes on why and how you’re the best fit

• Read the company website and social media to ensure you’re knowledgeable about what they do and their recent performance

• Research the wider AI industry to show your knowledge of the current climate and competition

• Prepare real-world examples to show how you’ve used AI or sales techniques in the past

• Rehearse answers for common interview questions. Use the STAR method to structure answers (Situation, Task, Action, Result)

• Come up with questions to ask interviewers about the day-to-day realities of the role and growth opportunities

• Bring your portfolio and any AI or sales certifications or testimonials to show interviewers

Final thoughts

Whether you’re transitioning from another industry or at the start of your sales career, breaking into AI sales offers excellent long-term prospects.

To land your first role, emphasize the hard and soft skills hiring managers want. Do research and advance your learning to demonstrate industry knowledge. The more visible you are to employers, the more likely you are to attract attention and position yourself as a suitable candidate.