There Is A Role For Every Personality In Sales
If you’ve ever thought about getting into software sales or leveling up in your career, you’ve probably heard one thing: this is one of the most lucrative career paths out there. You don’t need a coding degree, a tech PhD, or decades of experience to get started. But you do need to know which roles pay well, what they entail, and how to position yourself for success.
I’m going to break down the top 5 software sales positions that consistently bring in $125k or more in total compensation, including base salary, commission, and bonuses. I’ll also give you a real-world look at what each role involves, the skills you need, and how to know if it’s a fit for you.
I have worked as a sales development manager, a sales engineer, and an account executive over the course of my 10 year career. For the roles that I have not held, I’ve worked with each of these profiles daily as they were all apart of my team. These job titles are usually all apart of a sales team where the focus responsibilities are divided from pre-sales, to closing deals, to the post sale.
1. Mid-Market & Enterprise Account Executive (AE)
When people think “high-paying software sales job,” this is usually what comes to mind.
What they do:
Enterprise AEs are responsible for landing big deals with large companies. That means handling the full sales cycle: prospecting, demos, negotiations, and closing. You’re often working with multiple stakeholders in a company—from mid-level managers to the C-suite and deals can take months (or even a year) to close.
Mid-market AEs are responsible for the middle tier of deal sizes. These are typically with customer profiles of medium size companies. Mid-market type deals are somewhat of a mix of SMB (small to medium business) and enterprise, you can think of it as the smaller of enterprise deals and the larger of SMB deals. Mid-market sales cycles can be shorter than enterprise cycles and are a bit more transactional in nature. You are not strategically “whale hunting” like those who are in enterprise level roles.
Why earners make $125k+:
- Enterprise deals are large, so commissions are significant.
- Mid-market deals, while not as large, can have significant commission payouts as well.
- Base salaries typically start around $80–$100k in the mid-market and can get up to $160k for enterprise titles. Top performers can push total compensation to $150k–$300k+. While very hard and not common, it is possible to have a $1 million year.
- Many companies offer bonuses for exceeding quotas, which can add tens of thousands more.
Skills you need:
- Strategic thinking and account management
- Negotiation & closing skills
- Comfort dealing with executives and complex organizational structures
- Strong communication skills in verbal, written, and in-person types of environments.
Pro tip:
If you’re an AE, your network is your net worth. Relationships with decision-makers can make or break your quarter.
2. Sales Engineer / Solutions Consultant
This is the “technical voice” of the sales team. While AEs focus on selling, sales engineers make sure the product actually fits the customer’s needs. Think of it as the bridge between marketing, sales, and product development.
Similar to the account executive roles, sales engineers can have different tiers for the accounts they support. Some sales engineers wear the enterprise or strategic SE badge. As for compensation, many SE’s have a base and commission portion of the total pay. I’ve seen many SE roles where 80% of their pay is base and then the variable or commission component is 20% with the possibility of going over quota. This incentive structure motivates SE’s to help make the AE’s they support successful.
What they do:
- Conduct technical demos to prospects and existing customers.
- Answer detailed product questions.
- Customize solutions for client needs.
Why they make $125k+:
- High demand for technically savvy professionals in SaaS and enterprise software
- Base salary often $100k to $120k+, with bonuses and commissions pushing total pay over $130k
- Rare skill set: strong sales aptitude + technical knowledge
Skills you need:
- Deep understanding of your product and tech stack
- Communication skills to explain complex concepts simply
- Problem-solving and demoing skills
Pro tip:
Sales engineers who can translate technical jargon into business outcomes are worth it to any organization. If you can show ROI in a way a CFO understands, you’ll never lack opportunities.
3. Customer Success Manager (CSM) – High-Value Accounts
If you love relationships and seeing your work pay off over time, customer success might be your sweet spot. Some people think it’s “lesser pay” than sales, but that’s not true for high-value accounts.
Customer success managers do what their role says: they make sure customers are successful and satisfied after implementing the solution. A critical metric of customer success is making sure that software subscribers renew and re-purchase licenses at the end of their contract period.
In SaaS, annual recurring revenue is important because customers that only last a year or two can actually hurt the business. After teams invest time and energy into onboarding the new account, the company wants to make sure they remain as a client for many coming years.
What they do:
- Ensure customers are satisfied and using the software effectively
- Manage renewals and expansions
- Act as the go-to person for everything account-related
Why they make $125k+:
- CSMs managing large accounts can earn $125k–$160k+
- Companies want to retain high-value customers; happy clients = bonuses for you
- Upsell and cross-sell opportunities boost compensation
Skills you need:
- Relationship management and communication
- Strong problem-solving and conflict resolution
- Ability to spot upsell opportunities without being pushy
Pro tip:
If you can make your customers look good internally, you’ll earn trust as well as your own bonuses. Companies pay well for retention and expansion.
4. Sales Development Representative (SDR) – Top Performers / Enterprise SDRs
You might think SDRs are entry-level and capped in pay. That’s true for some, but top-performing SDRs, especially in enterprise SaaS, can easily break $125k with accelerators.
A sales development rep or sometimes called a business development rep, is a job for gritty and energetic individuals. This role, in my opinion, is not respected enough, since its where many will start just after college. The SDR role is the foundational step for sales professionals who eventually want to move up to account executives and sales managers.
SDR’s spend a lot of time on the phone, drafting emails, and working messages on social platforms like LinkedIn to target new prospects. They deal with a lot of rejection and sift through many unqualified leads day in and day out.
What they do:
- Prospect and qualify leads
- Set up meetings or demos for AEs
- Keep the pipeline full and organized
Why they make $125k+:
- Base salary: usually $60–$80k. Some can be $90k plus if focus is on enterprise accounts
- Top performers with aggressive commission structures in enterprise sales: $125k+
- High visibility and opportunity to move into AE roles quickly
Skills you need:
- Cold calling and email outreach
- Persistence and resilience (rejection is part of the game)
- CRM management and pipeline reporting
Pro tip:
If you love building relationships from scratch and have a competitive streak, SDR is a fast track to high earnings and promotion. Many AEs and even sales leaders started as SDRs.
5. Sales Director / VP of Sales
The leadership track in software sales can be incredibly lucrative. If you enjoy coaching, strategy, and hitting targets at scale, this is where you can earn serious money.
Something I’d like to note about being a sales director, regional sales manager, VP of sales etc. is that these are management level roles. The prior roles I’ve mentioned are individual contributor roles. Manager roles open up the door for significant pay increases but also much more responsibility. Rather than just being concerned with your own performance, you can be responsible for the revenue that comes in from four, eight, or even twelve sales reps that you manage day to day.
Sales leaders cannot just be skilled in selling. These roles need people who can manage and grow a team, mentor those in the IC roles, and contribute to frequent high level meetings within the organization.
What they do:
- Manage entire sales teams
- Set strategy and goals
- Forecast revenue and ensure quotas are met
Why they make $125k+:
- Base salary for experienced directors: $120–$150k
- Bonuses and team commissions can push total compensation well over $200k
- You’re rewarded for your team’s performance, not just your own
Skills you need:
- Leadership and mentorship
- Forecasting and data-driven decision making
- Cross-functional collaboration with marketing, product, and finance
Pro tip:
Leadership roles aren’t just about managing people—they’re about building repeatable systems that drive revenue. If you can do that, your pay reflects it.
How to Pick the Right Role for You
Making $125k+ is great, but it’s not just about the money. Ask yourself:
- Do you love closing deals, building relationships, or technical problem-solving?
- Do you thrive in high-pressure, competitive environments, or do you prefer a steadier pace with clients?
- Are you looking for immediate earnings, or are you building a career path toward leadership?
Here’s a simple guide:
| Role | Personality Fit | Time to $125k+ |
|---|---|---|
| AE | Competitive, strategic, enjoys negotiations | 2–5 years experience |
| Sales Engineer | Technical, problem-solver, loves demos | 1–3 years |
| CSM | Relationship-builder, patient, consultative | 2–4 years |
| SDR | Persistent, energetic, enjoys prospecting | 1–2 years (top performers) |
| Director/VP | Leader, strategic, enjoys coaching | 5+ years (often after AE experience) |
The stage of your career can also determine what role is best. If you are just starting out and trying to make a name for yourself, being an SDR might be the start of a path to growth. If the stress of closing deals and hitting revenue targets is not your cup of tea, a customer success manager might be a strong fit. If you are tired of dealing with customers day to day and want to manage and grow a sales team, being a sales manager could be a proper next step. A colleague in the office once told me “sales engineers sleep better, but account executives eat better’’.
Research these roles and speak to others who wear each of these titles to learn their perspective. The job that offers the most money isn’t always the best option. Many people have difference phases of their life where some roles are better suited than others.
Employees who are in the top 5% of any of these positions will be successful. The income will come naturally. The key is to work on improving every day and develop the skills required to succeed.
Tips to Hit $125k+ Faster
- Focus on high-value industries
- Enterprise SaaS, cybersecurity, cloud computing, and AI tools often pay the most.
- Don’t ignore bonuses & commission
- Base salary matters, but total comp comes from hitting quotas and upsells.
- Leverage your network
- Sales is still a people business. Relationships get you meetings, referrals, and promotions.
- Specialize
- Niche products (e.g., medical software, fintech platforms) can command higher pay and faster advancement.
- Track your metrics
- Know your conversion rates, average deal size, and quota attainment. Numbers make negotiations much easier.
Closing Thoughts
Software sales isn’t a “get rich quick” field in 2025. It’s a get rich with skill, strategy, and persistence field. But if you pick the right role and commit to building your skills, you can consistently earn $125k+, often much sooner than you might think.
Whether you’re an SDR looking to move up, a technically-minded individual eyeing Sales Engineering, or an AE ready to land enterprise accounts, there’s a path that fits your style and the compensation to match.
Which of these roles feels like your sweet spot? The deal closer, the technical expert, the relationship builder, or the leader? Drop a comment and let’s talk about how to make it happen. I enjoy discussing this topic with friends and colleagues all the time.
