I've seen both. I've worked at early stage (seed/A) enterprise startups and have seen the pricing strategy evolve (including moving from publicly listed prices

I've seen both. I've worked at early stage (seed/A) enterprise startups and have seen the pricing strategy evolve (including moving from publicly listed prices to making people talk to sales). In those cases, we were still really finding out who the right buyers were, so there was a lot of analysis of pipeline and conversions. There was also a lot of analysis of churn, and for one company that was the big driver of the change - companies that engaged with sales took up measurably less time from customer success post-sale and were much less likely to churn. That said, I've also come in later and seen the talk to sales culture already there, clearly driven by experience at the VP/C-level. That said, what I have found to be pretty much universally true is that for enterprise SaaS deals over a certain figure (typically something like 100kish, though it can differ by customer industry/type of software), the buyer expects to talk to someone and won't consider a company that doesn't have a sales team.