PLG founders still hit the sales team wall: just later and bigger now

PLG founders still hit the sales team wall: just later and bigger now

7h ago
SaaStr Tab HopperTH Gtm_strategy New

The Gist

  • Replit CEO admits 50% of staff will be sales by EOY despite initial anti-sales stance
  • PLG-to-sales pivot now happens at $100M-$250M ARR vs $30M-$50M pre-AI era
  • Trigger is always demand outpacing self-serve capacity, not product failure
  • Sales/marketing ends up consuming 23%-44% of revenue at scale

RevBots.ai View:

Founders clinging to 'no sales team' purity are just delaying the inevitable scaling pain until it hits harder at higher revenue thresholds.

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