Graduating from university is an exciting time, full of possibilities, uncertainty and the big question: what should I do next?
If you're exploring the job market, you’ve probably seen roles like Sales Development Representative, Business Development Executive (BDE), or Account Manager, and thought, what exactly does that involve? If you’re unfamiliar with sales, or associate it with pushy tactics or retail shop floors, this guide will give insight into the real opportunity, especially in B2B (business-to-business) sales, and why it might be a smart first step in your career.
At its core, a sales role is about driving growth - connecting a company’s product or service with the businesses or individuals who need it. In B2B (business-to-business) sales, this means selling to other companies rather than directly to consumers. For example, you might help a tech firm find better software solutions, assist an agency in outsourcing recruitment, or support a logistics company in improving efficiency.
Sales professionals are much more than just people who “sell.” They are problem-solvers, relationship builders, and trusted advisors. Their job is to understand the unique needs of their customers, offer tailored solutions, and create lasting value for both the client and their own company.
Sales is an essential function because it directly impacts a company’s success and growth. Without sales, even the best products or services wouldn’t reach the people who need them, and businesses wouldn’t be able to grow or innovate. Nearly every industry relies on sales, whether it’s tech, finance, healthcare, construction, or education, because every sector needs people who can connect solutions with the right customers and drive revenue. In short, sales is the engine that helps businesses thrive and adapt in competitive markets.
Sales is often misunderstood because it’s still seen through the lens of outdated stereotypes, such as pushy cold calls and high-pressure tactics. In reality, modern B2B sales is strategic, focused on solving problems, building relationships, and driving growth. It’s a vital, value-driven role that plays a key part in every industry’s success.
A B2B sales job can vary depending on the industry and company, but most roles follow a similar structure. Here are some key responsibilities:
While junior roles often focus on the early stages of the sales cycle, known as “top of funnel”, as you progress, you’ll take on more responsibility for closing deals and managing accounts.
The process is usually split across different roles to keep things organised and efficient. It starts with a SDR, whose job is to contact potential customers and see if they’re interested. If someone is interested, the SDR hands them over to an AE, who explains the product or service in more detail and helps close the deal. Once the sale is made, a AM may step in to look after the customer and make sure they’re happy long term.
Supporting these teams are leadership roles that keep everything running smoothly. An SDR Manager leads the SDR team, helping them improve, stay motivated and hit their targets. A Head of Business Development focuses on bigger-picture growth, often shaping how the business finds new opportunities and builds partnerships. At the top, a Head of Sales is in charge of the whole sales function, setting strategy, managing performance, and making sure the team delivers results. Together, all of these roles work as one system to find customers, win business, and keep them coming back.
Every organisation structures its sales team differently, depending on factors like company size, the product or service they offer, and the territories they cover. Job titles and responsibilities can vary, while the core functions are often similar, the exact setup may look different from one business to another.
One of the most exciting things about a sales role is that there are no formal barriers to entry, you don’t need a specific degree or technical qualification. Sales isn’t a vocational course you study at university, it’s a career you grow into through experience, mindset and the right support.
What matters most in a sales role is your attitude and work ethic. The most successful salespeople often share a handful of key traits that can be developed by anyone, regardless of background:
A typical day in sales is fast-paced, varied, and full of opportunities to make a real impact. Whether you're identifying new prospects, following up on leads, or speaking directly with stakeholders and decision-makers, no two days are the same.
You’ll use tools like LinkedIn, email, and CRM systems to stay organised, build relationships, and drive conversations forward. Sales roles often involve working closely with different departments across the organisation, such as marketing, product, or customer success, giving you valuable exposure across the business. Daily team check-ins, performance feedback, and ongoing coaching help you grow quickly. It's a high-energy role that develops your confidence, communication skills, and commercial awareness, whilst offering clear rewards for those who are driven and proactive.
One of the most exciting aspects of a sales career is the potential for upward mobility. Many of today’s business leaders started in entry-level sales roles. You might begin as an SDR or BDE, learning the ropes, prospecting clients, and mastering communication. From there, you can progress into roles like Account Executive, Sales Manager, Regional Director, and eventually Head of Sales or Chief Revenue Officer (CRO). But for many, it doesn’t stop there.
Sales equips you with skills that extend far beyond selling. It’s no surprise so many entrepreneurs and leaders started in sales. Here are just a few well-known examples:
Before becoming the youngest-ever Dragon on BBC’s Dragons’ Den, Steven Bartlett started by cold-calling local businesses, offering social media marketing services. His ability to sell, build trust quickly, and understand customer needs helped him launch Social Chain, which grew into a multi-million-pound business. He now invests in startups and speaks globally about entrepreneurship, all built on the foundation of early sales experience.
Now Vice-Chair of West Ham United and a life peer in the House of Lords, Karren Brady began her career in telesales at a local radio station. It was there she developed the grit, communication skills, and business sense that later propelled her into executive roles in football and media. Her early exposure to rejection, persuasion, and performance targets shaped her leadership style and success.
Before building Gymshark into a global fitness brand, Ben Francis worked as a delivery driver for Pizza Hut while growing his side hustle. Though not a traditional sales role, he sold gym gear out of his bedroom and learned how to pitch, market, and win over customers, skills rooted in sales. His focus on understanding his audience and communicating Gymshark’s value has been key to the brand’s explosive growth.
Their stories highlight an important truth: sales teaches you how to understand people, spot opportunities, and drive growth, all essential traits for business leaders and entrepreneurs. A role in sales gives you front-line exposure to how businesses really work. Whether you stay in sales or move into marketing, strategy, operations, or leadership, the experience is foundational.
Sales isn’t for everyone, it’s high-energy and target-driven. But if you enjoy talking to people, solving problems, and working towards clear goals, it could be one of the most rewarding career choices you can make. If you want a role that combines performance-based rewards, real-world business exposure, and fast progression, B2B sales is worth serious consideration.
If you're curious, take these steps:
If you’re looking for a role that’s dynamic, rewarding, and packed with growth opportunities, B2B sales could be your ideal starting point. Contact our talent team today who will be able to discuss our current opportunities in more detail.