Sales-led
A quota-carrying sales team is the main path to revenue.
Counts as evidence: The company describes direct sales as its primary go-to-market or reports sales headcount as the growth engine.
Who ran it
Zoom · Sales routed by deal size, land and expand · 2016 to 2020
Sales-led SupportingField and inside sales were organised by customer employee count and vertical, with the online channel serving smaller customers.
Zoom · Enterprise platform and AI · 2021 to now
Sales-led PrimaryEnterprise customers, engaged by direct sales, resellers, or partners, went from 45.6% of revenue in fiscal 2021 to 60.3% in fiscal 2026. The sales force is now organised by subscription size, region, and vertical.
HubSpot · Naming inbound, then selling it by phone · 2006 to 2014
Sales-led PrimaryInside sales reps in Cambridge and Dublin worked the inbound leads by phone, email, and web meetings. The filings name increased sales rep capacity as the main driver of customer growth.
HubSpot · Free CRM and the first freemium products · 2014 to 2018
Sales-led PrimarySales rep capacity was still named as the main driver of customer growth.
HubSpot · Free to Enterprise on one platform · 2018 to 2022
Sales-led PrimaryThe 2021 filing still names sales rep capacity, with Professional and Enterprise demand, as the driver of customer growth.
HubSpot · Beyond search: owned media and answer engines · 2022 to now
Sales-led PrimaryA worldwide direct sales team still works prospects by phone, email, and web meetings, now with AI engagement tools.
Cursor · Enterprise push and consumption pricing · 2025 to now
Sales-led SupportingBy October 2026 the careers page lists a full field organisation: regional sales VPs, strategic and federal account executives, and a deal desk. Job listings show structure, not revenue mix.