After graduating from Northern Michigan University, Schultz worked as a salesman for Xerox. His success there led a Swedish company named Hammerplast that made coffeemakers to recruit him at age 26.

While working for that company, he encountered the first Starbucks outlets in Seattle, and went on to join the company at age 29.

On his job at Xerox, Schultz writes in "Pour Your Heart Into It":

"I learned more there than in college about the worlds of work and business. They trained me in sales, marketing, and presentation skills, and I walked out with a healthy sense of self-esteem. Xerox was a blue-chip pedigree company, and I got a lot of respect when I told others who my employer was ... But I can't say I ever developed a passion for word processors."