Issue 05 of The Pointer Index · Week ending 17 May 2026
Last issue we said leadership reqs had halved to 0.70% of the GTM pool, and asked you to watch for a recovery above 1.0%. This week it printed 1.08%, back near the 13 week average of about 1.4%. The big drop the week before looks more like a one week anomaly than the start of a bigger shift. A good place to start.
The bigger story this week is segment shape. Active enterprise GTM roles have fallen four weeks running, from 1,802 to 1,166. That's a 35% decline over the run. Mid market roles over the same window are basically flat (624 to 659). Bigger buyers are pulling back. Smaller buyers are not. If your pipeline is enterprise ANZ and your reqs feel slower than they did in March, your peer set is seeing the same thing.
The rest of the market is quiet. Active pool sits at 6,023, down 270 roles week on week. Median time on market is 3.1 days for the second week running. Salary transparency held at 12.85%. The interesting line is the one that hasn't moved. Median disclosed base is $100,000, flat for the eighth consecutive week. Salaries are holding steady while volumes drift down. Fewer jobs at the same price means more candidate competition for each one.
This is issue 05 of The Pointer Index. Every week, one index, five numbers, one observation. No filler. If a number's wrong, we fix it openly the next week.
The numbers
The live ANZ GTM market data dashboard updates these continuously between weekly issues.
What's also moving
SMB and Multi-Segment sit in between the enterprise and mid market lines, both down. You can see the full segment cuts in the live companies view.
Partnerships keeps compressing in the mix. Share over five weeks: 3.84%, 4.16%, 2.95%, 3.52%, 2.54%. Net direction is down. RevOps is the only function that has gained mix share over the same window, from 1.77% to 2.16%. Account Management is the noisy one (14.5, 15.1, 19.1, 14.8, 15.2), so we wouldn't read single week swings there.
Nothing in here is a hill to die on. They are the kind of trends that show up in three quarters of management commentary if they hold.
So what
If you're a hiring manager, the market is not telling you anything new this week. Same prices, same speed, slightly fewer roles. Your competitors are looking at the same shape.
If you're a candidate on the market, the median is the median. If you're somewhere in the middle on function and seniority, the disclosed base around you is $100K, and it has been there for two months. See the function-level salary pages for where your role sits inside that band. The 3.1 day reading is not how fast roles fill. It's how fast they come off the listing. Companies are still running multi week interview loops after that. The practical takeaway is apply quickly. A week late to a role on Seek or LinkedIn means you are applying to a listing the company has already pulled down.
If you're a CRO at an enterprise segment business, the four week pattern across your peer set is "fewer reqs, same rates." Slow Q2 hiring on your side is the segment, not you. Plan accordingly. If the leadership build is the harder commitment to make this quarter, fractional GTM leadership is structured for that exact gap.
One number to watch next week
**Active enterprise GTM roles**. This week 1,166, down from 1,802 four weeks ago. The lowest weekly reading in the data we have on this segment. If it drops under 1,000 next week, the enterprise pullback has more legs and we'll write about it. If it bounces back above 1,300, the May enterprise dip is probably calendar effect (financial year close, leadership transitions on the buyer side) and not structural.
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Methodology
*The Pointer Index is published weekly by Ricky Pearl, founder of Pointer Strategy. Methodology and sample-size disclosures sit at the foot of every issue.*