Why The Tech Industry Needs New Business Salespeople

The tech market has experienced a tough year so far with the UK experiencing 3,471 tech job cuts and the US 115,257. This has led to tech professionals struggling to find new opportunities (Digit). On the other hand, AI tools, like Microsoft Copilot, are creating an even greater demand for salespeople.

AI tools may run the processes, but these technologies still need someone to sell them; so right now, the demand is in sales, and that’s where the jobs are. But particularly, new business.

The Impact of AI on Tech Jobs

The rise of AI, while groundbreaking, has led to major shifts in how tech companies operate. According to a study by McKinsey, around 800 million jobs could be displaced by automation by 2030, with tech being one of the most affected industries. This year, we saw the effects of that first-hand, as tools like Microsoft Copilot allow companies to automate tasks that used to require large teams of developers or engineers.

However, as the market recovers and tech companies adapt to this new reality, they recognise the growing need to sell these AI solutions.

Why Focus on New Business Salespeople?

Sales roles are experiencing a surge with SaaS and tech companies, particularly those rolling out AI-driven solutions, now needing Sales Development Representatives (SDRs) and Business Development Managers (BDMs) to market and sell their products.

This means these salespeople have the industry understanding to explain the value of AI to potential customers, navigate the complexities of the tech world, and drive revenue.

Of course, companies need to start by hiring at the top end with Sales Directors or Managers who can create strong pipelines. But for SaaS companies, particularly in a recovering market, the pace of growth is going to come from hiring lower-level salespeople. This means SaaS companies can meet the immediate demand for selling services and developing new client relationships.

These roles are more agile and adaptable to the industry. New business salespeople can learn the ins and outs of AI products and work in a 360 sales role - prospecting, nurturing, and closing deals - creating a steady foundation for future growth.

The value of SDRs and BDMs is not only in meeting short-term sales goals but also in laying the groundwork for long-term success.

The Future For Account Managers and Customer Success Professionals

As the demand for new business salespeople grows, there will be a snowball effect in other roles. Companies will soon need more Account Managers and Customer Success professionals who can build and retain strong relationships with clients.

In a tech market where customers have many options, the ability to deliver ongoing value is crucial. These roles are essential in keeping clients happy and ensuring they don’t jump ship to competitors. Retaining clients long-term, especially in SaaS, is a big part of future-proofing any business.

Other Reasons Why the Tech Industry Needs Salespeople

Increased Demand for SaaS/ Cloud Products

The demand for SaaS and cloud-related products has been skyrocketing. According to Gartner, global spending on public cloud services is expected to grow 21.7% in 2024, reaching a total of $597.3 billion. As businesses move more of their operations to the cloud, the need for salespeople who can effectively communicate the value of these services has never been greater.

Competitive Pressure

With more money pouring into the tech industry, the race to stay ahead of the competition is heating up. Companies that invest in their sales teams will be better positioned to capture market share. Those who wait too long may find themselves losing out to competitors who are quicker to hire, train, and deploy their sales forces. This is particularly important as the global SaaS market is predicted to grow to $307.3 billion by 2026 (PR Newswire).

The complexity of AI Solutions

AI products are complex, and many potential customers need help understanding how they can benefit from these solutions. Salespeople bridge that gap by translating technical jargon into clear, actionable business benefits. Without a strong sales force, companies risk losing leads simply because they fail to communicate effectively.

Adapting to Evolving Buyer Behaviour

Today’s B2B buyers are doing more research and relying more on peer recommendations than ever before. According to HubSpot, 53% of salespeople report that sales cycles have gotten longer in the past year due to the amount of information buyers now expect. Salespeople who can guide potential customers through their journey and provide them with the right information at the right time are essential in this landscape.

- Written by Arun Sutton

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