Part 1 of 3 | Inspired by Episode 13, Doing It for Retention Podcast
The path into SaaS isn’t always paved with computer science degrees and years of technical experience. In fact, some of the most successful transitions come from professionals who’ve spent their careers in the very industries that software companies are trying to disrupt.
Teachers moving into ed-tech platforms. Healthcare professionals joining digital health companies. Retail managers stepping into supply chain software. These aren’t outliers, they’re often the strongest candidates, bringing something that technical skills alone can’t provide: deep understanding of the customer’s world.
The Hidden Advantage of Being an Outsider
When you’ve spent years working in an industry, you understand problems that most SaaS professionals only encounter through discovery calls and demos. You’ve lived through the pain points. You know the workarounds. You speak the language.
This insider knowledge creates an immediate credibility that’s nearly impossible to fake. Where others are learning to understand supply chain challenges or healthcare workflows or educational frameworks, you’re already fluent. You are, quite literally, the market these companies are trying to reach.
The key is recognising this expertise as your competitive edge rather than viewing your lack of SaaS experience as a deficit. SaaS skills can be taught. Deep industry understanding takes years to develop.
Finding Your Entry Point
The most effective strategy isn’t to spray applications across the entire tech sector. It’s to identify the companies that are building software for the world you already know.
Start by mapping your industry’s ecosystem. Which SaaS platforms are trying to serve your sector? Who’s building tools to solve the problems you’ve encountered in your career? These companies aren’t just potential employers, they’re organisations where your expertise becomes immediately valuable.
Customer success roles are often the ideal entry point. Unlike sales positions that may require established tech sales experience, CS roles value relationship-building skills and customer empathy – capabilities you’ve likely honed throughout your career. Your ability to understand customer challenges firsthand makes you a natural fit for ensuring their success.
The Reality Check: Taking a Step Back to Move Forward
Here’s the uncomfortable truth that many career changers struggle with: you’ll likely need to accept a step down in seniority, at least initially.
If you’ve reached management level in your current field, starting as an individual contributor can feel like a step backwards. The salary might be lower. The title might be less impressive. But viewing this transition as an investment rather than a setback changes the equation entirely.
Think of it as paying tuition for your education in a new industry. You’re not losing ground, you’re building a foundation in a field with different growth trajectories and opportunities. And if you’re as capable as you believe, progression often comes quickly. The right people don’t stay individual contributors for long.
The Job Search as a Sales Campaign
Career transitions require more than updating your CV and clicking ‘apply’ on LinkedIn job postings. They demand the kind of strategic, targeted approach that would make any sales professional proud.
Successful transitions typically involve extensive research into your target sector. Read industry publications. Understand the competitive landscape. Know who the key players are and what differentiates them. When a recruiter asks if you’ve heard of their company, you should be able to speak knowledgeably about their market position and unique value proposition.
Networking becomes crucial. Most opportunities don’t come from job boards, they come from conversations, connections, and relationships built over time. Attend industry events. Join relevant online communities. Reach out to people making similar transitions. These connections compound, creating opportunities that might not materialise for months or even years.
Critically, prepare yourself for rejection. If you approach this like a sales pipeline, you should expect that only one in ten opportunities will convert. That’s not failure, it’s statistics. The key is maintaining momentum through the inevitable setbacks.
What Success Looks Like
The transition from traditional industries into SaaS is neither simple nor quick. It requires research, networking, resilience, and often a willingness to accept short-term compromises for long-term gains.
But for those with genuine industry expertise and the determination to prove their worth, the opportunities are substantial. SaaS companies need people who understand their customers’ worlds, not just their own products. Your industry knowledge isn’t just relevant, it’s potentially your strongest asset.
The question isn’t whether the door is open. It’s whether you’re prepared to walk through it.
Next in this series: The Evolution of Customer Success
About ABR Talent
ABR Talent specialises in connecting exceptional professionals with leading SaaS companies. Whether you’re making your first move into tech or seeking your next leadership role in customer success or sales, we understand the unique challenges and opportunities in the market.
Get in touch to discuss your career journey or hiring needs.
