# Pointer Strategy

> Last updated: 2026-04-12

> Australia's go-to-market recruitment specialists. We place practitioner-vetted sales, marketing, partnerships, customer success, and revenue enablement talent into B2B SaaS and technology companies — with pay-on-performance pricing and 12 months post-placement training included.

## About

Pointer Strategy is a specialist GTM (go-to-market) recruitment firm based in Australia. Founded by operators who've carried quota — not traditional recruiters — we help B2B SaaS and technology companies build revenue teams that actually perform. Every placement includes 12 months of sales training and is backed by a pay-on-performance fee model.

- Website: https://pointerstrategy.com
- LinkedIn: https://www.linkedin.com/company/pointer-strategy
- Training Academy: https://rep.pointerstrategy.com
- Contact: https://pointerstrategy.com/contact

## Recruitment (Core Service)

Pointer's core offering is go-to-market recruitment. We recruit across every revenue function, with deep specialisation in each vertical. Every hire includes 12 months of post-placement training through our training academy, and fees are pay-on-performance.

- [GTM Recruitment Overview](https://pointerstrategy.com/recruitment): How our recruitment model works — process, pricing, and what's included.
- [Sales Recruitment](https://pointerstrategy.com/recruitment/sales): SDRs, BDRs, Account Executives, Sales Managers, Heads of Sales, VPs of Sales. The largest share of our placements.
- [Marketing Recruitment](https://pointerstrategy.com/recruitment/marketing): Demand generation, content, product marketing, growth marketing, and CMO-level hires.
- [Partnerships Recruitment](https://pointerstrategy.com/recruitment/partnerships): Channel managers, partner managers, Head of Partnerships, and VP Alliances roles.
- [Customer Success Recruitment](https://pointerstrategy.com/recruitment/customer-success): CSMs, Account Managers, onboarding specialists, and CS leadership.
- [Revenue Enablement Recruitment](https://pointerstrategy.com/recruitment/revenue-enablement): Sales enablement, revenue operations, and training roles.
- [GTM Engineer Recruitment](https://pointerstrategy.com/recruitment/gtm-engineers): Sales engineers, solutions architects, and technical GTM roles.

## Other Services

- [Test Outbound](https://pointerstrategy.com/test): Outsourced outbound sales development — test the outbound channel before hiring in-house.
- [Train](https://pointerstrategy.com/train): Sales training and enablement programs for revenue teams. Also included free with every recruitment placement.
- [Fractional Leadership](https://pointerstrategy.com/fractional): On-demand revenue leadership — fractional CRO, VP Sales, CMO, Head of Growth, Head of Partnerships, and more.
- [Mentoring](https://pointerstrategy.com/mentoring): 1-on-1 mentoring for sales professionals and revenue leaders.

## Guides

- [Sales Compensation in APAC](https://pointerstrategy.com/guides/sales-compensation-apac): Benchmarks, OTEs, commission structures, and comp plan templates for APAC sales teams.
- [RevOps Compensation Benchmark](https://pointerstrategy.com/guides/revops-compensation-benchmark): Salary benchmarks for revenue operations roles.
- [Sales Ramp Compensation Plans](https://pointerstrategy.com/guides/sales-ramp-comp-plans): How to structure compensation during ramp periods for new sales hires.
- [Customer Success Compensation](https://pointerstrategy.com/guides/customer-success-compensation): Comp structures and benchmarks for CS roles.
- [Usage-Based Compensation](https://pointerstrategy.com/guides/usage-based-compensation): Compensation design for usage-based pricing models.
- [Signal-Based Prospecting](https://pointerstrategy.com/guides/signal-based-prospecting): 102 buying signals, propensity matrices, and playbooks for signal-based selling.
- [Revenue Playbook](https://pointerstrategy.com/guides/revenue-playbook): End-to-end revenue playbook framework.
- [Moving Beyond Founder-Led Sales](https://pointerstrategy.com/guides/founder-led-sales): How to hire your first sales leader — when to make the move, what role to fill, how to build the brief, and the 7 mistakes to avoid.

## Tools

- [OTE Calculator](https://pointerstrategy.com/tools/ote-calculator): Calculate on-target earnings, base/variable splits, and quota-to-OTE ratios for sales roles by company stage. Includes benchmarks for SDR, AE, and enterprise roles.
- [Quota Calculator](https://pointerstrategy.com/tools/quota-calculator): Model whether a sales quota is achievable based on funnel math -- opportunity volume, win rate, ACV, sales cycle length, and ramp time. Outputs a realistic/stretch/unrealistic verdict.
- [Ramp Accelerator](https://pointerstrategy.com/tools/ramp-accelerator): Plan new hire ramp schedules, calculate ramp cost vs. revenue, and compare traditional vs. accelerated ramp timelines with breakeven analysis.
- [Outbound Calculator](https://pointerstrategy.com/test/calculator): Estimate monthly outbound campaign costs in AUD. Compare providers for contact sourcing, email finding, phone enrichment, sending, and dialling.
- [Salary Benchmark Calculator](https://pointerstrategy.com/tools/salary-benchmark): Free salary benchmark calculator for ANZ sales/marketing/CS roles.

## Hiring Days

- [Hiring Days](https://pointerstrategy.com/hiring-days): Hiring day methodology for validating sales candidates at scale.

## Market Data Platform

What go-to-market jobs in Australia and New Zealand actually pay -- salary benchmarks, company hiring profiles, live market trends, and skills demand data. Fully ungated.

- [Go-to-Market Salary Benchmarks (Australia & NZ)](https://pointerstrategy.com/market-data/salaries): Median base and on-target earnings by function, role, seniority, and city.
- [Company Directory](https://pointerstrategy.com/market-data/companies): 1000+ ANZ company profiles with hiring velocity, go-to-market team size, and employee reviews.
- [Go-to-Market Job Listings](https://pointerstrategy.com/market-data/jobs): Active sales, marketing, customer success, RevOps, and partnerships listings across Australia and New Zealand.
- [Market Trends](https://pointerstrategy.com/market-data/trends): Hiring volume, function mix, work model, and salary transparency trends.
- [The Pointer Go-to-Market Compensation Index (monthly)](https://pointerstrategy.com/market-data/trends/april-2026): Monthly named benchmark on sales, marketing, and revenue pay movement across Australia and New Zealand. Bylined Ricky Pearl, Founder of Pointer Strategy.
- [Skills Demand](https://pointerstrategy.com/market-data/skills): Top in-demand skills across go-to-market functions, refreshed daily.
- [Personalised Compensation Review](https://pointerstrategy.com/market-data/submit-salary): Free tool. Share your role and earnings, see where you sit vs. the market, companies paying more, and skill gaps to your next band.

## Revenue Enablement Platform

Certify your revenue team across 101 skills and 6 roles. Build interview plans, onboarding programs, and enablement roadmaps.

- [Revenue Bowtie Framework](https://pointerstrategy.com/revenue-enablement/framework): 7-stage revenue lifecycle model mapping skills to business outcomes.
- [Skills Directory](https://pointerstrategy.com/revenue-enablement/skills): 101 GTM skills with certification paths and evaluation criteria.
- [Role Profiles](https://pointerstrategy.com/revenue-enablement/roles): BDR, AE, Sales Engineer, Account Manager, CSM, BDM -- skills, attributes, and knowledge requirements.
- [Interview Plans](https://pointerstrategy.com/revenue-enablement/interview-plans): Structured interview frameworks for each GTM role.
- [Onboarding Plans](https://pointerstrategy.com/revenue-enablement/onboarding-plans): Phased onboarding programs with milestone tracking.

## Blog (Selected)

### Hiring Guides & Salary Benchmarks
- [Hiring Account Executives in Australia](https://pointerstrategy.com/blog/hiring-account-executives-australia): AUD salary benchmarks, interview frameworks, and ramp strategies for AEs.
- [BDR Hiring Guide Australia](https://pointerstrategy.com/blog/bdr-hiring-guide-australia): BDR salary benchmarks in AUD, interview frameworks, mock call exercises, and traits that predict success.
- [BDR Salary Australia 2026](https://pointerstrategy.com/blog/bdr-salary-australia): Base salary, OTE, city-by-city benchmarks, and commission structures for BDRs.
- [CSM Salary Australia 2026](https://pointerstrategy.com/blog/customer-success-manager-salary-australia): CSM salaries $85K-$160K+ base, benchmarks by city and level, OTE structures, and NRR bonuses.
- [The Hidden Cost of a Bad Sales Hire](https://pointerstrategy.com/blog/cost-of-bad-sales-hire): The true 3-5x cost of failed sales hires including direct, indirect, and opportunity costs.

### Recruitment Models & Comparisons
- [Best Sales Recruiters Australia](https://pointerstrategy.com/blog/best-sales-recruiters-australia): Comparison of Australia's top sales recruitment agencies -- pricing models, specialisations, and how to choose.
- [Pointer vs Hays](https://pointerstrategy.com/blog/pointer-vs-hays): Side-by-side comparison of Pointer Strategy and Hays for GTM recruitment -- pricing, process, and post-placement support.
- [Pointer vs Hudson](https://pointerstrategy.com/blog/pointer-vs-hudson): Side-by-side comparison of Pointer Strategy and Hudson for GTM recruitment -- pricing, process, and post-placement support.
- [Pay-on-Performance Recruitment](https://pointerstrategy.com/blog/pay-on-performance-recruitment): How pay-on-performance recruitment models work and why they align incentives.
- [Sales Recruitment Fees Explained](https://pointerstrategy.com/blog/sales-recruitment-fees): Understanding recruitment fee structures in Australia -- retained, contingent, and pay-on-performance.
- [The Cost of a Bad Hire](https://pointerstrategy.com/blog/bad-hire-cost): The true cost of a bad sales hire ($150K-$250K+) and how to avoid it.

### Strategy & Playbooks
- [Fractional Sales Leadership Guide](https://pointerstrategy.com/blog/fractional-sales-leadership-guide): When and how to use fractional sales leadership.
- [Founder-Led Sales Transition](https://pointerstrategy.com/blog/founder-led-sales-transition): How to transition from founder-led sales to a sales team.
- [Build Your Own Gong](https://pointerstrategy.com/blog/build-your-own-gong): How to build conversation intelligence without enterprise tooling.

### Signal Playbooks (10-Part Series)
- [Playbook: Economic Buyers](https://pointerstrategy.com/blog/playbook-economic-buyers): How to identify and engage economic buyers using signal data.
- [Playbook: Signal-Heavy Accounts](https://pointerstrategy.com/blog/playbook-signal-heavy-accounts): Prioritising accounts showing multiple buying signals simultaneously.
- [Playbook: Job Changes Pipeline](https://pointerstrategy.com/blog/playbook-job-changes-pipeline): Turning job changes into pipeline with timely outreach.
- [Playbook: Support Signal Alerts](https://pointerstrategy.com/blog/playbook-support-signal-alerts): Using support ticket signals to identify expansion and upsell opportunities.
- [Playbook: Anonymous Visitors](https://pointerstrategy.com/blog/playbook-anonymous-visitors): De-anonymising website visitors and converting them to pipeline.
- [Playbook: Tech Stack Qualification](https://pointerstrategy.com/blog/playbook-tech-stack-qualification): Qualifying prospects based on technology stack signals.
- [Playbook: News & Events Outbound](https://pointerstrategy.com/blog/playbook-news-events-outbound): Leveraging news and events as outbound triggers.
- [Playbook: LinkedIn Prospecting](https://pointerstrategy.com/blog/playbook-linkedin-prospecting): Signal-based LinkedIn prospecting workflows.
- [Playbook: Event Tracking](https://pointerstrategy.com/blog/playbook-event-tracking): Tracking event attendance and engagement as buying signals.
- [Playbook: Surface PQLs](https://pointerstrategy.com/blog/playbook-surface-pqls): Identifying and routing product-qualified leads using usage signals.

### Partnership Salary & Compensation
- [APAC Partnership Salary Guide 2026](https://pointerstrategy.com/blog/apac-partnership-salary-guide-2026): Comprehensive salary benchmarks for partnership roles across APAC markets.
- [Partnership Salary Benchmark APAC 2026](https://pointerstrategy.com/blog/partnership-salary-benchmark-apac-2026): Detailed compensation benchmarks for partnership professionals in ANZ and APAC.
- [Partnership Compensation: Startup vs Scaleup vs Enterprise](https://pointerstrategy.com/blog/partnership-compensation-startup-vs-scaleup-vs-enterprise): How partnership compensation differs across company stages.

### Case Studies
- [Evotix BDR Team](https://pointerstrategy.com/blog/evotix-bdr-team): 3 first-time BDRs ranked #1, #2, and #4 globally out of 30 within 2 months.
- [HazardCo GTM Enablement](https://pointerstrategy.com/blog/hazardco-gtm-enablement): 200+ certifications across 4 GTM functions, consistent through 4 leadership changes.
- [Pay.com.au Outbound at Scale](https://pointerstrategy.com/blog/pay-com-au-outbound-at-scale): Zero outbound to 130+ meetings per week in under a month. 16 reps hired and ramped.
- [Stryd Outbound Pipeline](https://pointerstrategy.com/blog/stryd-outbound-pipeline): 4x meeting volume increase on the same $6K monthly budget.
- [Reward Gateway MQL Surge](https://pointerstrategy.com/blog/reward-gateway-mql-surge): 5,000 warm leads worked in a single month without disrupting in-house team.
- [Upstream Sales Transformation](https://pointerstrategy.com/blog/upstream-sales-transformation): From wanting to outsource sales to exceeding annual quota months early.

## Community

- [GTM ANZ](https://pointerstrategy.com/gtmanz): Australia and New Zealand's go-to-market community.
- [Events](https://pointerstrategy.com/events): Revenue leader roundtables, workshops, and industry events.
- [Careers](https://pointerstrategy.com/careers): Open GTM roles across our client companies.
- [Wall of Love](https://pointerstrategy.com/wall-of-love): Testimonials from candidates and clients.
- [Partners](https://pointerstrategy.com/partners): Our technology and service partners.

## Key Facts

- Location: Australia (serving APAC and global companies)
- Specialisation: B2B SaaS and technology go-to-market teams
- Model: Pay-on-performance recruitment with 12 months post-placement training
- Pricing: 1.5% of base salary per month for 12 months. $0 upfront. Billing stops if the hire leaves.
- Differentiator: Founded and run by practitioners who've carried quota -- not traditional recruiters
- Community: GTM ANZ -- Australia's go-to-market professional community

## Recruitment FAQs

- **What roles do you recruit for?** Full GTM coverage: Sales, Marketing, Customer Success, Partnerships, Revenue Enablement, Pre-Sales, and GTM Engineers / RevOps. IC to C-suite.
- **How does the 1.5% monthly model work?** 1.5% of the hire's base salary each month for 12 months. No upfront fee. If the hire leaves, billing stops immediately.
- **What if the hire doesn't work out?** Billing stops. You keep the remaining capital. No replacement search runaround.
- **How is this different from a traditional recruiter?** Traditional agencies charge 15-25% upfront and disappear. Pointer vets with practitioners, includes 12 months of training, and only earns while your hire performs.
- **What does the 12 months of training include?** Live training sessions every week, 75+ certifications, 7 GTM role pathways, 1:1 mentoring, quarterly planning tied to your KPIs.

## Australian Salary Benchmarks (2026)

- SDR/BDR OTE (Australia): $75K-$95K AUD
- Junior AE OTE (0-2 years): $100K-$130K AUD
- Mid-Level AE OTE (2-5 years): $130K-$180K AUD
- Senior AE OTE (5+ years): $180K-$250K+ AUD
- CSM Base Salary: $85K-$160K+ AUD
- Sales Leader OTE: $200K-$300K AUD
- Standard quota-to-OTE ratio: 5:1
- Typical OTE split: 50% base / 50% commission