Oh a great question Gaurav, and a tough one. I feel like I talked to over a hundred sales and marketing execs about this topic in the last few months…
It really depends what is the nature of your market and business and how good your product is for the different audiences - e.g. dropbox vs box, dropbox is much more PLG and layered sales on top, vs box had a lighter PLG and more top-down sales motion.
It really depends on your case - you can have a healthy pure self-service business and help expand the most engaged and fast growing customers with sales, or you can have your Product leading just the initially trial and intercepting with sales early on if your product requires a more complex human touch e.g. due to complex buying process.
I don’t think there is an issue in having a bottoms-up product-led motion and a tops-down sales motion if the needs of these two segments are not wildly different. I know this is a big IF. If they do differ a lot you might need to choose where you will focus, or at least be strategic about timing - you don’t want to go upmarket too fast, especially if there is an incumbent sitting that will win every RFP against you until your product becomes much more competitive. It is different if there is a green field upmarket, then you might be able to expand faster, but again don’t underestimate the effort that comes with enterprise functionality. a much more to talk about here…