Not my own business but from my experience at the B2B SaaS company I work for –
Hire salespeople! It will be obvious when you need to do it. You will put it off by saying that the entire sales industry is made up of needless gatekeepers and leeches, and that those fat commissions are better invested elsewhere in the business. Except you will see your self-serve funnel dry up and your well-funded competitors will start eating your lunch unless you take that leap.
It doesn't matter how smart your engineers are and how fully featured and bug free your product is. Unless you have a stellar sales team with the right leads who are pushing it on people with all their might, it is going nowhere.
Hire salespeople! It will be obvious when you need to do it. You will put it off by saying that the entire sales industry is made up of needless gatekeepers and leeches, and that those fat commissions are better invested elsewhere in the business. Except you will see your self-serve funnel dry up and your well-funded competitors will start eating your lunch unless you take that leap.
It doesn't matter how smart your engineers are and how fully featured and bug free your product is. Unless you have a stellar sales team with the right leads who are pushing it on people with all their might, it is going nowhere.