Former Head of Commercial Sales. Founder and CEO (exited). Six years building recruitment and enablement systems for ANZ's top SaaS companies.
Ricky co-founded Pointer Strategy to fix how go-to-market teams are built in Australia and New Zealand. The model is practitioner-led vetting, fees you choose (monthly while the hire performs, or less paid once), and 12 months of post-placement training included with every hire.
He writes about sales compensation, hiring strategy, revenue operations, and the realities of building GTM teams in the ANZ market.
Recent articles by Ricky
Top 100 Hirers in ANZ - The Pointer Index Issue 24
Everyone publishes a who's hiring list built from LinkedIn headcount. We built one from the ads. 62,163 direct-employer GTM ads in the quarter collapse to 45,864 unique ads, and at the 100 biggest hirers one ad in two is a copy of another. Two lists ranked on unique ads: the 100 biggest tech GTM hirers, where AWS, the security vendors and the distributors are up and US application software is down, and the overall 100, where four banks sit in the top 20.
The First Rung: 2% of ANZ Sales Ads Will Take Someone With No Sales Experience - The Pointer Index Issue 23
We read every ANZ sales ad since April for the experience it asks for. 2% will take someone with none. The SDR, the job that is supposed to be the first rung, asks for a year already spent on it: 56% of SDR ads that state a figure want one year, 43% want two or more, 1% say zero. Three in four want that year in an SDR, outbound or B2B seat.
The Asia Job: What the Same Company Hires in Sydney vs Singapore - The Pointer Index Issue 22
First Singapore comparison issue. At the 441 companies hiring GTM in both markets, half the Singapore sales ads are senior or above against a third in Australia, and 72% of those employers write more Asia-regional scope into their Singapore ads than their own Australian ones.
The Perk Swap: What 125,000 Job Ads Stopped Promising - The Pointer Index Issue 21
We read six months of ANZ GTM job ads as one dataset. Learning budgets fell from 12.6% of ads to 3.3%. Wellness budgets halved. Bonus mentions climbed 60% and nearly doubled in sales. Advertised pay sat still the whole time. Employers rewrote the offer, and the ads show it happening month by month.
One Title, Two Jobs: The $35,000 Gap Inside Customer Success - The Pointer Index Issue 20
Customer Success Manager is one title covering two different jobs. Six in ten ANZ CSM ads describe a service seat. One in five hands the CSM the revenue: renewals, upsell, expansion. The commercial version advertises a top of range $35,000 higher, with commission attached three times as often. The ad copy tells you which job it is before the recruiter does.
Two Sales Markets: Tech Runs One BDM per SDR, the Rest of ANZ Runs 7.54 - The Pointer Index Issue 19
ANZ is not one sales market. In tech the two-stage model runs normally: 1.07 BDM ads per SDR ad, 2.15 AE ads per SDR. Outside tech it barely exists: 7.54 BDM ads per SDR. The 4.3 all-market ratio is an average of the two worlds and describes neither. Tech posts 54.4% of AE ads and 10.6% of BDM ads. Two settled markets, one misleading average.
One Title, Three Jobs: The 2.8x Pay Spread Inside ANZ Account Executive Ads - The Pointer Index Issue 18
The most-posted title on the ANZ GTM boards pays $78,750 at the bottom tenth of ads and $219,500 at the top tenth. That is not one job with a wide range. It is a tech closer, an insurance service role and a junior agency job sharing a name, and every blended AE benchmark averages all three.
Nothing to Script: ANZ GTM Hiring Had a Quiet Week - The Pointer Index Issue 17
Some weeks the market tells you something. This one does not. The active pool sat at 5,882 open GTM roles, a 5.1% move in a market where the median week moves 6.0%. No function retreated far enough to read as a pullback and none climbed far enough to read as a build. That is a finding, not a filler week.
The Busiest Month Yet: ANZ GTM Hiring Hit a Record in July 2026 - The Pointer Index Issue 16
ANZ employers opened more go-to-market roles in July than in any month we have tracked. The rate ran between 756 and 778 a day from April through June, a band of about 3%. July came in at 917, and every capital city rose with it.