How to Sell Developer Tools and Platforms to CTOs and VPs
Designed for Enterprise sales professionals specializing in SaaS developer tools, targeting CTOs and VPs of Engineering at fast-scaling technology companies (Series B-D). to spark real collaboration and high-energy learning.
A 90-minute virtual workshop with breakout sessions and live chat. Participants often struggle with stalled deals or lukewarm responses when selling to senior engineering leadership, who are skeptical about ROI and wary of vendor lock-in. The session aims to bridge gaps in executive-level engagement and technical storytelling.
CTO Inbox Mystery
Kick off by showing a blurred screenshot of a CTO’s inbox with subject lines like ‘Revolutionize Your DevOps!’ and ‘Save 40% Engineering Hours.’ Participants guess which messages get opened and why. Then reveal the real answer and discuss what grabs executive attention.
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Why this works
Curiosity and surprise foster engagement and model real decision moments, activating relevancy and opening minds.
Debunking Executive Myths
Present two common misconceptions, such as ‘CTOs only care about cost’ and ‘VPs avoid new tools due to complexity.’ Have participants vote on which they believe, then share real executive survey data that turns these assumptions upside down.
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Why this works
Addressing misconceptions reduces bias and aligns selling behaviors with reality, boosting credibility and empathy.
Silent Stakeholder Mapping
Invite participants to privately jot down all stakeholders a CTO/VP must consult before adopting a new developer tool. Then share a pre-built ‘Stakeholder Web’ diagram to compare and discuss gaps, but keep it low-pressure—no one needs to share individual answers.
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Why this works
Low-pressure reflection allows introverted learners to engage, while visual mapping clarifies complex decision cycles.
Lightning Pitch Duel
Split participants into two teams. Each gets 3 minutes to craft a ‘one sentence’ pitch for a new developer tool, targeting either a CTO or a VP. Teams compete to deliver the punchiest, most compelling pitch. Audience votes for which pitch would win a real executive’s attention.
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Why this works
High-energy competitive tasks boost creativity and ensure practical skills are built under pressure, reflecting real-world pitching.
‘Adopt or Abandon?’ Case Challenge
Present a real dilemma: ‘Your developer platform promises 30% faster deployment, but requires retraining 200 engineers. CTO is interested, VP pushes back. What do you do?’ Participants discuss in pairs, then share best tactics for resolving executive conflict.
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Why this works
Real-world dilemmas foster critical thinking and practical solution skills, mirroring the nuanced challenges sales pros face.
Personal ‘Aha!’ Sales Story
Invite each participant to share a personal story (in chat or aloud) about a time they either won—or lost—a deal with a CTO or VP, focusing on what shifted their approach after that experience. Facilitator models with their own brief story first.
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Why this works
Active reflection strengthens learning transfer, creates emotional resonance, and fosters peer connection.
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