Can you be successful in the world of IT without being a developer? It seems almost impossible, and yet, there are so many opportunities that sometimes people miss! Maybe a sales career in IT? 


The industry

Over the last 5 years, the IT industry in Bulgaria (and the software sector in particular) has been rapidly expanding. And that, in turn, has affected its employees. Namely, they earn about 4 times more than the average Bulgarian does (BASSCOM, p. 8).

The market has an enormous and growing need for IT specialists. That’s why it’s so easy for anyone willing to put in the hard work, to actually get the qualifications they need. All you have to do is sign up for one of the numerous academies out there! You can check them out HERE.

But here’s the thing. If programming is not your cup of tea, but you still want to develop in the world of IT, you can absolutely do it!

The simple truth is that any company can create an amazing product. But that won’t mean much unless they’re able to sell it. Which is where an outstanding sales team comes in!

Unfortunately, it oftentimes happens that companies underestimate the need for adequate sales executives. And this is where the opportunities lie!

For the past couple of years, I’ve been a part of Out2Bound, a B2B sales-as-a-service agency. We focus on helping technology companies find international partners and access new markets around the globe.

I know from experience that selling for IT companies is an empowering and rewarding endeavor. That’s why in this article, I’ll take a closer look at why and how you can be successful in the IT industry without being a developer! Let’s begin!


Getting to Know Different Industries

We, at Out2Bound, work primarily with Bulgarian tech companies. However, our clients vary in industry and location. As of the writing of this article, we’ve worked with companies in 23 industries and within 29 different locations.

What do you think is the first thing we do when we approach a company in a new industry? We analyze it!

That’s right — we read reports and statistics, we talk to leads and we exchange e-mails, all in search of what the company’s main challenges are, and how our solution can be beneficial for them. That’s the best way to ensure the establishment of long-lasting partnerships and, ultimately, the closing of various deals! Let’s not forget that, after all, selling is a part of any effective communication!

Working with People You Can Learn From and Building a Network

Do you want to work with top managers in order to find solutions to specific problems? As a sales executive in a small or medium-sized company, you will have precisely such an opportunity!

Imagine all you can learn from working with such people! The experience and knowledge they possess are remarkable. Of course, you would need to get acquainted with program languages, and project management frameworks and methodologies. But this kind of expertise will bring you many benefits in the long-run in terms of understanding your clients and their needs, and how you can assist them when they’re faced with a certain challenge!


Earning More

Is there anyone who would say “No” to earning more and creating a better standard of living? And now you have the chance to do exactly that!

The payment model of earning a fixed salary plus a percentage-based commission for every closed deal is becoming more and more widespread in the world of B2B sales.

What does that mean? Let’s break it down:

  • Fixed salary — you earn that by working on and achieving your Key Performance Indicators (KPIs);
  • Percentage-based commission — that can be anywhere between 5 to 20%, depending on how complex the product or service you’re selling is, on the scale of the deal, on your experience and on the policy of the company. For example, when you’re selling SaaS, you might receive a fixed bonus for every unit sold.


Standing Out From The Crowd

Most sales executives use the same methods, so their calls, e-mails and even face-to-face meetings seem scripted. But you’re different! If you put in the time, energy, and effort, that is…

If you do your research with diligence and care, and you adjust your approach according to your client’s needs, you’ll be able to get people to pay attention to you. Which will ultimately lead to you closing more deals!


Here’s the thing: there are no rules about where and how you can find your clients. There’s no right formula and no one to tell you which the best approach is… or the most cost-efficient, or the easiest, for that matter! And that’s amazing! It means you can test out different:

  • Channels of communication;
  • People you talk to;
  • Messages;
  • Sources!

It’s all up to you! So if creativity and consistency are something you thrive on, B2B sales are the thing for you!

There’s nothing better than hearing a lead say, “…because of your consistency and sales approach, you really stood out from the crowd. I usually receive 20 e-mails like yours every single day, but almost no one is following up with me. I have received a lot of follow-ups just from you and that made me check your presentation and references. I am happy for this conversation.”

We live in exciting times! Working in the IT industry has never been more interesting or more rewarding! I started the article by saying you don’t have to be a developer in order to thrive in the tech world. Now you know what I mean!

Being a sales executive in the world of IT is a vital and dynamic part of any successful company! Building a sales career in IT can be a tempting path.


Are you looking to establish yourself as a sales expert and build an impressive portfolio? If you wish to begin your sales career in IT, are enthusiastic about sales and technology – we have a place for you on our team.

Contact us at

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