Notion's GTM is product-led at the front and sales-assisted at the expansion stage. This playbook codifies the triggers and plays at every plan transition so reps know what to do and when.

"At Notion, RevOps supports both the self-serve and sales-assisted revenue engines." — Nam Le, RevOps lead at Notion, via Pocus

The four-stage motion

Stage 1: Free → Plus

Trigger signals

• Workspace approaches Free plan limits (block count, file uploads)
• 2+ teammates invited to a shared workspace
• Recurring use of databases or AI features

Owner: Self-serve / PLG (no human touch)

Play: In-product upgrade prompts. RevOps tracks conversion rate; growth team A/B tests onboarding. No SDR contact.

Stage 2: Plus → Business

Trigger signals

• 25+ active seats inside one company domain
• Use of advanced permission models or shared databases across teams
• Manual seat additions trending up week-over-week
• Notion AI add-on activation

Owner: PLG SDR / pooled inbound rep

Play: Soft outreach to the workspace owner. Position the Business plan around: SAML SSO, private teamspaces, advanced analytics, unlimited file uploads, bulk export. Goal: convert and identify potential Enterprise champion.