Cooke Career Snapshot: Tech Sales with Scott Pine
Scott Pine
2013 Undergraduate Transfer Scholar, University of California, Los Angeles
Google; Territory Manager, SMB Scaled Sales - Google Maps
Can you share about your academic journey?
My name is Scott Pine and I am a tech sales (a.k.a. Software as a Service [SaaS] sales) rep at Google, and a proud alum of the 2013 Undergraduate Transfer Scholarship Program. On paper one might think that my journey from Santa Monica Community College to UCLA and then onto Google was smooth sailing – in reality it was anything but!
My path wasn't exactly linear.
I spent three years at SMC before transferring to UCLA, and even then, my time at UCLA was filled with many unexpected challenges, including periods of medical leave. It took me a total of nine years to complete my undergraduate degree. Somewhere along the way I even took several quarters off from school to work at Trader Joe's and figure out what I truly wanted to do. I remain deeply grateful and indebted to the Foundation for their unwavering support during this time.
Looking back, that chapter was a whirlwind of growth and challenges, and I never would have imagined it would have led me to such amazing companies. But here's the thing: while some people know exactly what they want from the start, others (like me!) discover their paths through a series of twists and turns. Every experience I had, from majoring in Psychology and conducting undergraduate research, to engaging in student labor organizing and working in customer service, helped me understand what I enjoy (perhaps more importantly – what I do not enjoy), what I'm good at, and where I could make a real impact.
Ultimately, it all clicked into place when I landed in tech sales. My studies in psychology gave me a deep understanding of human behavior, while research honed my critical thinking and communication skills. My double minors in Entrepreneurship and Labor Studies instilled me with resourcefulness and strategic thinking. My time at Trader Joe’s taught me humility. And finally, customer service is where I discovered my talent for interpersonal communication and problem solving skills.
The common thread throughout all these experiences? Remaining open to new experiences, a curious mind, and the development of new skills. Finally – people. Connecting with people, understanding their needs, and helping them find solutions is what I do best, and what I truly enjoy.
What’s your favorite and least favorite thing about your job?
SaaS sales is an incredibly challenging but rewarding profession. To my knowledge, it is probably one of the few careers that requires little to no experience. You learn on the job, in real time, through interactions with clients. With much determination and hard work, you can jump to making well over six figures within your first two years. The rewards are more than monetary, however. It is extremely thrilling and gratifying to be an entrepreneur of your own book of business, identifying where your product or service can be of strategic value to your clients, and quarterbacking a deal from start to finish.
My least favorite part of the job is, in a somewhat contradictory way, also my favorite part of the job. And that is my fear and unease with uncertainty, rejection (and trust me, there is a lot of it and it is uncomfortable!), and high performance expectations. The truth of the matter is that sales take a lot of hard work, determination, and continuous improvement. I liken it to a performance sport. In my life, that reminds me of my experience in high school track and football. You have to show up every day with the desire to excel, work hard, and put in full effort if you want to (hopefully) succeed. The science and art of sales requires intense focus and drive, discipline, and perseverance.
But to me, that is where the thrill and journey lie. It is in struggle and growth. To me, it's proving to myself that I can work through discomfort, that I can become who I need to be by developing the habits that result in consistently high performance, growth, and impact.
Do you have any advice for Cooke Scholars who are interested in pursuing a career in your industry?
The barrier to entry in tech sales is extremely low, but the learning curve is steep. There are many private bootcamps, industry specific websites, and company training programs and job boards one can explore to understand SaaS sales as a potential career path. I recommend SVAcademy, RepVue.com, BuildinLA.com (or insert your city), and Salesfore.com to start.
In terms of skill development, focus on experiences that develop your interpersonal and communication skills, strategic thinking and problem solving, and project management skills. Perhaps most importantly, focus on cultivating the intangibles, such as a growth mindset, being coachable, and your willingness to continuously learn and improve.
If you’re interested in writing a Cooke Career Snapshot blog, please email alumni@jkcf.org with your interest!