Engineers in sales: how technical teams accelerate B2B commercial success
By Rafael Thomazelli – CEO at Verzel
When an engineer joins a sales meeting, the game changes completely. The combination of deep technical knowledge and commercial awareness transforms both the conversation and the outcome.
For a long time, sales was seen as a craft reserved for “natural communicators”. But in the B2B tech world, those who understand the product inside out hold a unique superpower: the ability to turn complexity into business value.
Engineers play a critical role in commercial success. That doesn’t mean every engineer has to become a salesperson. It means that when the technical team understands the purpose behind the sale, they deliver more accurate, faster solutions with far less rework.
Turning tech into value is selling
I’ve seen projects that seemed stuck move forward because a developer joined the call, listened to the client and said: “We can definitely do it. If we replace this API with a webhook, we save three days on delivery.”
That’s selling. No flashy slides, no rehearsed pitch. Just real technical understanding, active listening, and honest collaboration.
If you’re an engineer looking to grow your career, here’s the truth: selling your idea, your solution, or even your technical objection isn’t a “nice to have.” It’s a survival skill.
If you lead a tech team, involve your people in customer conversations. Don’t hide the complexity, teach them how to translate it.
You might be surprised at how much that changes the results, the team's motivation, and the maturity of your deliveries.