This is a classical problem for many developer-first companies. Without mentioning names, many have successfully figured out the working model with both strong developer engagement alongside a thriving enterprise revenue stream. Learning from these companies, they always focus on the developer success by doing things such as corporate hackathons, architect support, engineering blogs, etc. that helps to build advocacy for their products. It will be hugely beneficial if the sales enablement programs can incorporate a developer-first mindset by acknowledging that developers are the key influencers in the sales cycle. That will then navigate the sales conversation away from selling towards minimizing the friction in the sales process.
Developers use your tools for speed and scale to solve their problems but as the company/usage of the product grows, enterprise buyers ask for justification/business value for these products. As a developer product marketer, in addition to educating developers, you have to enable the sales enablement teams to engage in value discussions to justify the premium compared to DIY from the open-source distribution / low-cost providers.