Selling to Developers: Technical GTM for the AI Era
About The Event
The developer tools landscape is exploding with AI innovation, but selling to developers requires a fundamentally different approach than traditional SaaS (or even app-layer AI solutions).
Join us for an evening with some of SF's top technical GTM operators who are successfully building and scaling developer-first products in the AI era.
Some questions we'll tackle:
What are the key differences between selling to developers vs. the application layer?
What are the biggest mistakes founders and GTM teams make when targeting technical buyers?
What lessons have you learned the hard way about technical GTM?
What trends are you seeing in how developers evaluate and adopt AI tools?
Which outbound and inbound plays are actually working for developer tools?
Expect honest conversations about what's working, what isn't, and where the developer tools market is headed next.
Event Details & Schedule
Date: Wednesday, November 5th 2025
Time: 6:00 PM - 8:30 PM PST
Location: Factory HQ, Downtown SF (shown once approved)
6:00 - 6:30 PM | Open doors & networking reception
6:30 - 7:30 PM | Panel discussion & Q&A
7:30 - 8:30 PM | Drinks & general networking
Moderators
Chris Balestras | Partner @ VibeScaling & GTMBA
After working in sales at BigCo (Salesforce), growth (Celonis), and early-stage (Metronome), Chris founded an advisory and recruiting firm called VibeScaling, helping seed through series B crack sales 0→1 along with helping hire their founding GTM team. He also started/writes for GTMBA (fastest growing blog on all things GTM + AI + startups).
Cailen Dsa | Managing Partner @ VibeScaling | First GTM @ 6 Unicorns (Box, Dropbox, & others)
Cailen DSa is a seasoned go-to-market executive and startup advisor who was the first GTM hire at major companies like Dropbox, Box, and Front, helping scale them from early stages to IPOs and billion-dollar valuations. He currently runs VibeScaling, an advisory firm that supports founders and executives from $0 to $100M+ in ARR, with an impressive portfolio of 60+ companies including 6 unicorns.
Featured Speakers
Andy Codner | VP of Sales @ Factory
Andy recently joined Factory as the VP of Sales. Prior to that, he had a 6-year run @ MongoDB, starting as an enterprise AE to VP of sales and ending as head of venture ecosystem.
June-June Shih | VP of Sales @ LiveKit
Coming off a 4-year run @ Vercel, starting as enterprise AE and ending as VP of sales, June-June (aka JJ) recently joined LiveKit as the VP of sales. She has an extensive background working with and selling to developers and is excited to share 10+ years of learning.
Bardia Shahali | VP of Sales @ Fireworks
Bardia is the VP of Sales at the AI breakout, Fireworks. Prior to that, he was an early sales hire at Teleport and Roboflow. He specializes in technical GTM and all things early-stage selling.
Justin Dignelli | VP of Sales @ Modal
With impressive runs as an early GTM hire @ MongoDB for 6 years and recently starting a PLG revenue software company (Pace), Justin recently joined Modal to head up their sales team. He's excited to share learnings on PLG vs. enterprise sales as it relates to selling to devs.
Why Attend
Whether you're building a developer tool from scratch or scaling GTM at an established devtools company, this event brings together practitioners who understand the unique challenges of selling to technical buyers. Come for the insights, stay for the connections with like-minded operators who speak developers' language (and drinks).
Private, invite-only event - limited spots available (~100 attendees of the top technical GTM talent in SF) to keep discussions focused and networking meaningful.
Hosted & Sponsored By
Factory - AI-native software development
VibeScaling - GTM advisory & recruiting firm helping seed through series C startups grow from 0 to $20M in ARR and help build out founding GTM teams
GTMBA - Blog combining GTM + AI + startups
Questions? Contact the organizing team for more details.
This event is designed for technical GTM professionals and sales leaders in developer tools. The thoughts, comments, and views said by panelists reflect their own stances and not those of their company. By signing up for or attending this event, you consent to being photographed and/or videotaped and grant permission for the use of your likeness in any media related to this event.