Hunt #11: What's it really like working outside SaaS?

Good morning hunters!

Hard to believe we are already 10 “hunts” into this journey! Instead of a standard newsletter, I’ve reflected on everything I’ve learned & heard over the last 10 weeks and am sharing some unfiltered thoughts below.

I’m taking a bit of a risk going outside the box so I hope you enjoy!

P.S. back to the traditional “hunt” next week - all about prefab home sales 😉 

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Main Event

Introduction

Over the last 10 weeks, I’ve explored a variety of fascinating industries, ranging from coffee and telecom to shipping & logistics, credit cards, asphalt, PEO, and more. In the past 2-3 months, I’ve also had casual conversations with over 50 salespeople across industries outside of SaaS.

My approach has always been simple: learn from these salespeople with no agenda. I wasn’t seeking out people who “LOVE” their job; I just wanted to understand their experiences.

Here are some of the key questions I asked:

• What does your company sell/do?

• What’s your role?

• What’s a typical “day-in-the-life?”

• What’s your earning potential?

• What do you love most about your job?

• What do you like least about your job?

• What’s your advice for someone looking to break into your industry?

In nearly every conversation, distinct themes emerged—themes that are quite different from what I’ve seen, experienced, and heard from SaaS sellers.

While it’s not all roses and sunshine, there are clear advantages for certain people with specific interests and skillsets to work outside of SaaS.

Enough foreshadowing—let’s dig in!

Themes & Learnings

Like anything in life, working in any industry comes with its positives and negatives. Working outside SaaS is no different.

Here are some of the positive themes I’ve heard:

1. Build Diverse Skills:
In SaaS, it’s common to focus on one piece of the sales process—prospecting, closing, onboarding, customer success, etc. Outside of SaaS, many salespeople work full-cycle, closing deals and managing relationships. Many find this environment more fulfilling because they can control the customer journey while building and flexing more sales muscles that keep them engaged and well-rounded.

2. Residual Commissions:
Unlike SaaS, where commission is typically earned only when deals close, many industries outside of SaaS offer opportunities to earn commissions for years—even throughout the life of a customer as they increase their spend or renew. This structure is common in full-cycle roles, which are prevalent outside of SaaS.

3. Reduced Saturation & Competition:
This is a theme I’ve heard repeatedly. Salespeople outside SaaS often find it easier and faster to book meetings through cold calling than in SaaS. Additionally, certain industries outside SaaS have far fewer competitors than fields like cybersecurity or martech, leading to higher win rates and a greater chance of maintaining long-term customers.

4. Reduced Pressure & Burnout:
It’s clear that many hunters in these industries experience less stress compared to most SaaS salespeople. Either they work in roles that don’t require 40-60 hours a week to succeed, or they push hard in the first 1-2 years and can ease off the gas afterward, knowing they’ve built a strong customer base that generates residual commissions.

5. Longer Tenures:
Research suggests that the average tenure of a SaaS salesperson is around 1.8 years. In contrast, many salespeople I’ve spoken with outside SaaS have been at the same company for 5, 10, or even 20 years. This longevity and staying power are massive benefits!

6. Less Risk of Layoffs:
In most of my conversations, salespeople stated that their companies are stable with no risk of layoffs. While many of these industries experience seasonality, which could mean higher quotas during “boom” periods and lower commissions during “off months,” this is often different from typical commission structures in SaaS.

Here are some of the negative themes I’ve heard:

1. Economic Sensitivity:
Industries like real estate, construction, manufacturing, financial services, and automotive can be highly sensitive to economic cycles. A recession can lead to reduced demand, lower sales, and job instability, which could result in layoffs.

2. Market Volatility:
Industries like financial services, commodities, and manufacturing can be highly volatile, with sales opportunities fluctuating based on market conditions, regulatory changes, or geopolitical events. Several sellers mentioned that upcoming elections have impacted sales, especially when selling goods or services considered capital expenditures (CapEx).

3. Regulatory & Compliance Challenges:
Industries such as pharmaceuticals, healthcare, and finance are heavily regulated, requiring salespeople and companies to follow complex laws and standards. Navigating these regulations can be challenging and may slow down the sales process.

4. High Barriers to Entry:
Industries like aerospace, energy, or biotech often require specialized knowledge or technical expertise, which may be difficult to acquire without significant training or experience. This can be a barrier to entering an industry of interest. However, many sellers I’ve spoken to have taken a “step back” in their career (in terms of title and salary) to break into an industry they’re passionate about that requires this knowledge.

5. Certification and Licensing:
Some industries require certifications, licenses, or extensive training before you can begin selling. Similar to the point above, this can be a barrier to entry or may require taking a step back to pursue.

6. Work-Life Challenges:
The “return to office” trend post-COVID has affected all industries, including SaaS and non-SaaS roles. However, many non-SaaS sales jobs require on-site work in a facility or involve “outside sales,” where you meet clients in person. For those who prefer working from home, there may be fewer opportunities outside of SaaS, especially in roles with high earning potential.

7. Lower Salaries:
While lower salaries aren’t a rule in non-SaaS industries, many industries (especially non-technical ones) tend to offer lower salaries than SaaS. However, this could be balanced by experiencing fewer earnings peaks and valleys. In many cases, salespeople outside SaaS have the potential to earn substantially more than most SaaS sellers, particularly if they can nurture and grow accounts.

8. Equity as a Component of Compensation is Less Common:
While some non-SaaS companies backed by venture capital or private equity offer equity, it’s less common outside of SaaS.

For more information on this topic, you can check out the Career Path Exploration Tool currently being built on the Quota Hunters website.

I’d love your opinion on this page. Check it out and share any feedback on what you like, don’t like, or suggestions for improving this resource!

Want to Contribute to The Quota Hunter?

I’m still early in this journey and eager to dive deeper into my research. If you (or someone you know) are a salesperson outside of SaaS, please reach out! I’d love to connect and learn about your experiences 🙏.

Thanks in advance!

That’s all for this week. Feel free to reply with any questions or feedback. Happy hunting!

Jay Green “The Quota Hunter”