The Sales team is the first point of contact for Scoro’s new customers. They introduce Scoro to professional service companies and show how our software can help them work more efficiently. The team is spread across Estonia, Latvia, the UK, and the US, and includes Account Executives, Business Development Representatives, and Solution Engineers.
One of them is Kristel Saluste, an Account Executive based in Tallinn. She started her journey as a Sales Development Representative and, within a year, grew into her current role. In this Q&A, Kristel shares what her typical day looks like, how her career has developed, and what she enjoys most about being part of Scoro’s sales team.
1. Can you introduce yourself and tell us about your role at Scoro?
Hi, I’m Kristel! I’ve been part of Scoro’s sales team for five and a half years, working from our Tallinn office. One thing I really value is the flexibility — I usually split my time between the office and home, which gives me a great balance.
My journey here has been an exciting one. I started as a Sales Development Representative (SDR) and held that role for a year before moving into an Account Executive position. For the past four years, I’ve been focused on helping businesses discover how Scoro can solve their challenges and support their growth.
2. What does a typical day look like for you as an Account Executive?
A typical day for me is busy, varied, and very rewarding. Because of our global reach, my mornings often start with calls to clients and prospects in Australia and New Zealand. It’s a great way to jump straight into the action.
From there, no two days are the same. I balance new business with nurturing existing opportunities. This usually means client meetings where I run business evaluations, lead commercial discussions, and work closely with our Solution Engineers, who deliver most of the technical demos. From time to time, I also run demos myself. These conversations are the best part of the role. They’re where I get to understand a customer’s challenges and show how Scoro can make a difference.
Outside of meetings, I spend time preparing – researching clients, tailoring materials, and building strong business cases. Pipeline management is also a big focus. This includes outbound work, such as cold calls and LinkedIn outreach, as well as following up with inbound leads and reconnecting with older contacts when the timing is right.
And of course, teamwork plays a huge role. In our internal meetings, we align on goals and share tips, experiences, and best practices. It’s a great way to learn from one another, stay connected, and continually improve as a team.
3. How has your career grown since you first joined Scoro?
My career at Scoro has grown a lot since I joined as a Sales Development Representative in April 2020. After a year of strong performance, I was promoted to Account Executive.
The growth didn’t stop there. In my second year as an AE, I exceeded my target by 175%. The year after, I again hit over 100% of my target. It’s been a rewarding journey of taking on new challenges and seeing the results.
4. Looking back, what helped you make the leap from BDR to AE so quickly?
My transition to the AE role came down to a few key things. I was consistent, driven, and set myself the goal of not just meeting targets but exceeding them. The awards we had for strong performance also gave me extra motivation.
Working closely with Account Executives gave me a front-row seat to their work, and I was inspired by what I saw. Closing deals and building long-term client relationships felt exciting and rewarding, and I knew it was the natural next step for me.
5. Sales can be challenging. How do you keep yourself motivated when things get tough?
Like in any role, there are challenging moments in sales. What keeps me motivated is that the work is so dynamic, and every day feels different. I enjoy speaking with people from all over the world. Having lived in the UK for six years, it’s also a great way to keep my English sharp while learning about different cultures.
I’m very goal-driven, and I love that my success is directly tied to the effort I put in. It’s rewarding to see how hard work not only drives my own growth but also contributes to Scoro’s success.
6. What do you enjoy most about working at Scoro?
For me, flexibility and work-life balance are very important. At Scoro, there’s real trust in us to manage our own schedules and get the work done. That makes it easier to balance professional responsibilities with personal life, and it’s one of the things that makes Scoro such a rewarding place to be.
Just as important are the people and the culture. It’s a supportive and collaborative environment where everyone helps each other succeed. A highlight of this is our Global Week. Twice a year, in summer and winter, everyone comes together in our Tallinn office. These events are always so well organized and are a fantastic way to connect with colleagues from around the world.
And of course, I have to mention the office itself. The space is welcoming and comfortable, and it really feels like a second home. Plus, with a kitchen that’s always well-stocked, no one ever leaves hungry.
7. If someone is thinking about applying to Scoro’s sales team, what’s your top advice for them?
My biggest advice is to stay consistent and bring the energy. In sales, it’s not just about hitting targets, it’s about pushing yourself to go beyond them. That mindset really sets you apart.
Be curious and open-minded. You’ll be speaking with people from all over the world, and every conversation is a chance to learn — whether it’s about a client’s challenges, a new industry, or even a different culture.
And finally, lean into the culture here. Scoro’s sales team is incredibly supportive and collaborative. We share tips, celebrate wins, and help each other grow. If you’re motivated, goal-driven, and love being part of a team that pushes you to be your best, you’ll feel right at home here.
If you want to be part of our journey, check out our Open Roles and send your application today. If you cannot find a suitable position, save your interest on our Connect page, and we will contact you when a job that matches your profile opens.
