Salary Intelligence
Sales Compensation
National benchmarks across seniority tiers for sales, marketing, and revenue teams in Australia and New Zealand.
Guide-anchored benchmarks from 15+ published FY25/26 ANZ salary guides. The Base row is adjusted by salaries disclosed in listings we scrape daily (a capped share of each figure, with the real listing count shown on the row) and by community submissions; listing data refreshes daily. The OTE row is a curated guide estimate and takes no listing input, because advertised pay bands are not on-target earnings. For base/variable splits, quotas and uncapped-commission rates quoted directly from ad text, see quota & comp structure.
Business Development Representative
Entry Level
Base — Guide-anchored blend of published ANZ guide ranges and 2 community submissions.
OTE — Curated guide estimate. No listing input: advertised pay bands are not on-target earnings.
6-12 Months of Experience
Base — Guide-anchored blend of published ANZ guide ranges and 2 community submissions.
OTE — Curated guide estimate. No listing input: advertised pay bands are not on-target earnings.
Account Executive
SMB
Base — Guide-anchored blend of published ANZ guide ranges and 6 community submissions.
OTE — Curated guide estimate. No listing input: advertised pay bands are not on-target earnings.
Mid Market / Commercial
Base — Guide-anchored blend of published ANZ guide ranges and 6 community submissions.
OTE — Curated guide estimate. No listing input: advertised pay bands are not on-target earnings.
Enterprise
Base — Guide-anchored blend of published ANZ guide ranges and 6 community submissions.
OTE — Curated guide estimate. No listing input: advertised pay bands are not on-target earnings.
Account Manager
Commercial
Base — Guide-anchored blend of published ANZ guide ranges and 1,535 disclosed listing salaries and 2 community submissions.
OTE — Curated guide estimate. No listing input: advertised pay bands are not on-target earnings.
Business Development Manager
Commercial
Base — Guide-anchored blend of published ANZ guide ranges and 1 community submissions.
OTE — Curated guide estimate. No listing input: advertised pay bands are not on-target earnings.
Sales Leadership
BDR Manager
Base — Guide-anchored blend of published ANZ guide ranges and 2 community submissions.
OTE — Curated guide estimate. No listing input: advertised pay bands are not on-target earnings.
Sales Manager
Base — Guide-anchored blend of published ANZ guide ranges and 928 disclosed listing salaries and 2 community submissions.
OTE — Curated guide estimate. No listing input: advertised pay bands are not on-target earnings.
Director of Sales
General
Base — Guide-anchored blend of published ANZ guide ranges and 33 disclosed listing salaries.
OTE — Curated guide estimate. No listing input: advertised pay bands are not on-target earnings.
Head of Sales / VP Sales
Head of Sales
Base — Guide-anchored blend of published ANZ guide ranges and 195 disclosed listing salaries and 1 community submissions.
OTE — Curated guide estimate. No listing input: advertised pay bands are not on-target earnings.
VP Sales / CRO
Base — Guide-anchored blend of published ANZ guide ranges and 1 community submissions.
OTE — Curated guide estimate. No listing input: advertised pay bands are not on-target earnings.
Observed data
Advertised on-target earnings
Employers who state an OTE figure in the ad itself. These are observations, not estimates: each figure is the midpoint of a stated OTE range, and the sample size is the number of distinct advertisements behind it after collapsing reposts. Direct employers only, AUD.
| Role | P25 | Median | P75 | Ads | Base / variable range |
|---|---|---|---|---|---|
| Account Executive | $115,000 | $150,000 | $200,000 | 546 | 70/30 to 50/50 |
| BDR / SDR | $95,000 | $105,000 | $125,000 | 163 | 75/25 to 60/40 |
| Sales Manager | $123,125 | $163,000 | $200,000 | 90 | 70/30 to 55/45 |
| Account Manager | $100,000 | $130,000 | $170,500 | 72 | 80/20 to 65/35 |
How the base/variable split actually varies
Measured only from ads stating both a base and an OTE, so the split is observed rather than assumed. There is no single ANZ pay mix: a quarter of Account Executive ads are more base-heavy than 70/30 and a quarter reach 50/50. Any figure quoted as the standard is the middle of a wide spread, not the rule.
Account Executive
222 ads state both figures · median $90,000 base on $150,000 OTE
More base-heavy
70/30
1.42x OTE · lower quartile
Typical
60/40
1.66x OTE · median
More at risk
50/50
2.00x OTE · upper quartile
Half of Account Executive ads sit between 70/30 and 50/50, so 50% of on-target earnings depends on hitting target at the aggressive end versus 30% at the conservative end.
BDR / SDR
74 ads state both figures · median $72,250 base on $105,975 OTE
More base-heavy
75/25
1.33x OTE · lower quartile
Typical
70/30
1.46x OTE · median
More at risk
60/40
1.66x OTE · upper quartile
Half of BDR / SDR ads sit between 75/25 and 60/40, so 40% of on-target earnings depends on hitting target at the aggressive end versus 25% at the conservative end.
Account Manager
36 ads state both figures · median $90,000 base on $126,000 OTE
More base-heavy
80/20
1.27x OTE · lower quartile
Typical
70/30
1.44x OTE · median
More at risk
65/35
1.53x OTE · upper quartile
Half of Account Manager ads sit between 80/20 and 65/35, so 35% of on-target earnings depends on hitting target at the aggressive end versus 20% at the conservative end.
Sales Manager
31 ads state both figures · median $100,000 base on $155,000 OTE
More base-heavy
70/30
1.45x OTE · lower quartile
Typical
65/35
1.60x OTE · median
More at risk
55/45
1.79x OTE · upper quartile
Half of Sales Manager ads sit between 70/30 and 55/45, so 45% of on-target earnings depends on hitting target at the aggressive end versus 30% at the conservative end.
Method: OTE figures are extracted from job description text, so only ads that state an OTE are counted. Reposts of the same ad by the same advertiser are collapsed to one observation (254 collapsed in the latest run). Figures are only published at 30 or more advertisements. Sanity bounds exclude annual OTE outside $40k to $900k and base-to-OTE multiples outside 1.0x to 3.5x; in the latest run that removed 18 of 1.3k OTE observations and 12 of 451paired observations. Pointer's own listings are excluded. Australian dollars; New Zealand roles are reported separately and never converted.
Comp Dynamics to Know
OTE splits are shifting. 60/40 base/variable is becoming more common for enterprise AEs as companies seek predictable cost structures.
Remote is compressing city premiums. Sydney AEs still command 8-12% more than Melbourne but the gap is narrowing each quarter.
Under-market offers get ignored. Candidates comparing multiple offers simultaneously. Delays beyond 10 days carry significant drop-off risk.
Equity is now table stakes. Enterprise AE candidates increasingly expect ESOP or phantom equity, even at Series B companies.
Market Position Legend
High demand with an above-average advertised pay band. Employers pay a premium to attract talent.
Supply and demand roughly aligned. Market-rate offers land.
More roles than candidates. Move fast and expect counter-offers.
Benchmark Basis
An independently calculated aggregate of aggregates: directional ranges informed by 15+ publicly published FY25/26 ANZ salary guides (including those from Hays, Robert Walters, LHH, and Paxus), which collectively surveyed hundreds of thousands of professionals. Base figures are then adjusted by salaries disclosed in 97k+ job listings collected from LinkedIn, Seek, and company career pages, and by anonymous community submissions; the listing contribution is capped so it can never exceed half of a published figure. OTE figures are guide estimates only and take no listing input, because the listing tables record advertised pay bands rather than on-target earnings. Collection began in late March 2026, so the listing window is months, not years. Published guides used as directional benchmarks only; Pointer figures are not endorsed by any listed source. Listing data refreshed daily.
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How we know — Sales compensation
Base pay figures are a blend of published guide ranges, disclosed listing salaries at a capped weight, and community submissions, and each figure states which of those actually reached it. OTE figures are curated guide estimates and take no listing input, because an advertised pay band is not on-target earnings.
15+ published salary guides
FY25/26 ANZ compensation guides from major agencies. Each surveys hundreds to thousands of go-to-market professionals. Baseline anchor.
Live job listings
Scraped daily from LinkedIn, Seek, and company career pages, collection started 30 March 2026. Adjusts the base benchmark only, at a capped weight; the advertised band is not on-target earnings.
Community submissions
Anonymous salary submissions from sales, marketing, CS, RevOps, and partnerships professionals across Australia and New Zealand.
Pointer placement records
Closed searches executed by Pointer Strategy: what candidates actually accepted and what employers actually paid. Used editorially, to sanity-check and set the curated ranges; they are not a weighted input to the published blend.
Guardrails
- Live aggregates render only at N ≥ 10 per cohort (function × seniority × city × employment type). Below threshold, we say so explicitly and invite contributions. Guide-anchored figures carry no N at all and are labelled as estimates rather than given a fabricated count.
- Individual numbers are never exposed: not in public views, not in the personalised review, not in API responses.
- Employer-level aggregates require ≥ 10 placements per employer per role before an employer can be publicly named alongside a pay band.
- Refresh cadence: job listings refresh daily and the base aggregates recompute overnight; the curated guide ranges, including every OTE figure, change only when the guide is reviewed and re-versioned. The monthly Compensation Index publishes on the 5th of each month.