Pointer Strategy

Role Description Most CS roles put you in a queue. This one puts you at the center of something that's about to get very busy. RealAML is a bootstrapped legal-tech SaaS platform built for law firms across Australia and New Zealand. AML compliance, identity verification, e-signing, client onboarding — all in one purpose-built tool. Seven consecutive years of 80–100% revenue growth, positive EBITDA, and a strong financial position built without external pressure. From 1 July, new Australian legislation captures the majority of law firms under anti-money laundering compliance obligations. RealAML is positioned directly in the path of that wave — and they need someone in seat before it hits. This isn't a case of "we think demand might increase." Demo requests are already up. Support tickets are already climbing. Their current CS Manager is working at capacity and needs support now. You're not filling a gap. You're preventing a bottleneck that would cost them real revenue. What you'll actually do - Follow up on warm inbound leads — people who've clicked links in weekly marketing emails to 60,000 contacts but haven't booked a demo or converted. - Reach out to trial users who ran through their credits but didn't enter a credit card — understand what stalled them, remove the blocker, move them forward. - Shadow the current CS Manager on demos through your ramp period (~6 months), progressively taking over as product knowledge builds. - Handle inbound support tickets and client enquiries — this is a meaningful part of the role and how you'll build deep product knowledge fast. - Assist with client onboarding as new law firms move to comply with the new legislation. - Work inside a HubSpot setup being built out with lead-scoring workflows — Slack alerts will flag priority contacts for you to action. - Help the team squeeze more conversion out of a 60,000-contact database that's already engaged and already generating demand. Qualifications - You don't need to come from legal, compliance, or even SaaS. What matters is that you've proven you can manage a high volume of tasks independently, follow up without being told to, and hold a credible conversation with professionals. - You're at least a year or two into your career — not a fresh graduate. You've figured out how to manage your own workload without someone setting your to-do list. - You're outgoing and confident in writing and on the phone. Not pushy — lawyers aren't the type — but you don't fold when someone doesn't respond the first time. - You thrive in small, remote teams. Low oversight isn't a problem for you; it's how you prefer to work. - You're comfortable with AI tools and expect to use them daily. This isn't optional here. - You move quickly. A bias for action is a trait, not a performance. - You have enough humility to start junior and earn your way up — and you find that proposition interesting rather than insulting. - Some background in customer success, inside sales, SDR, or support helps. Experience with HubSpot or a similar CRM is a bonus. Neither is essential if you've got the fundamentals right. Why this is different - Most CS roles are purely reactive — tickets in, tickets out, repeat. This isn't that. - You're joining a business where the CS function is effectively the entire revenue engine. The current CS Manager runs demos, handles onboarding, manages relationships, and drives expansion — and you're being hired to learn that, then do it. - The ramp is real and the expectations are honest, but the ceiling on what you can grow into is also real. - Seven years of compounding growth, a financially strong business, and a regulatory tailwind that's about to send inbound demand through the roof. - The timing here isn't an accident. If you get in before July, you'll be embedded before the hardest part starts — and you'll be the person who helped them handle it. Benefits - $80,000 base + quarterly discretionary bonus — with real earning growth for high performers. - Seven years of unbroken growth at 80–100% YoY. Bootstrapped, financially strong, and not going anywhere. - Remote-first role with fortnightly co-working in Brisbane — genuine flexibility, not "flexible where possible." - AI-native team. They mandated AI adoption company-wide. You'll be working with tools that actually save time, not IT-approved ones that waste it. - Travel as you grow into the role — visit cities across AU and NZ every couple of months. - Real urgency. Real timeline. Real chance to establish yourself before the July wave hits. Apply or reach out to Ilana Goldman to find out more.

Role Description Most sales roles give you a playbook. This one asks you to write it. If that excites you more than it scares you, read on. Swiper is changing the wholesale used car market in Australia, which runs almost entirely on WhatsApp threads and mass email blasts. The platform scrapes every car dealer website in the country, building a live inventory database of over 240,000 vehicles. It then uses that data to match dealers with buyers instantly, facilitating B2B transactions through a purpose-built marketplace app. This hire takes over the commercial function entirely — not as a junior AE executing someone else's plan, but as the person who figures out what the plan actually is, tests it in market, and builds the revenue engine from scratch. - No inbound funnel. - No SDR underneath you. - No brand recognition to lean on. - A real product with a clear problem it solves. - A founder with three decades of dealer relationships to leverage. - A well-capitalised runway to get to meaningful commercial traction. Qualifications - Experience owning a deal from first contact through to close. - Full-cycle sales experience: cold outreach, discovery, demo, commercials, close. - Comfortable selling without infrastructure. - Ability to read a room and adapt conversations accordingly. - Motivated by building something, not executing within a system someone else built. - Some automotive or marketplace experience is a plus, but not required. Requirements - Own new business end-to-end — from cold outreach to signed deal. - Conduct in-person visits to car dealerships across Sydney and Melbourne. - Pursue partnership opportunities with dealer groups, fleet operators, and adjacent platforms. - Refine the value proposition and pitch on the fly. - Run demos of a technical product to non-technical buyers. - Feed market intelligence back to the founding team. - Set your own schedule, manage your own pipeline, and report directly to C-Level. Benefits - $120–160K base (depending on experience) + equity + ~$180–200K OTE in year one if things track as planned. - First commercial hire — shape the GTM motion. - Equity on offer — genuine founding-team-level package. - Co-working budget provided; fully remote with field travel supported. - Direct line to the founder and GTM advisor — no layers, no politics. - Realistic path to CRO or CEO within 3–5 years. Company Description This role is to be filled by Pointer, it is not for Pointer. The successful candidate will also receive 12 months of ongoing training and support, including advanced training programs and access to communities for professional growth.

Role Description Own a market. Close the pipeline. Build something that lasts. Most enterprise sales roles give you a territory so broad you spend half your time figuring out who to call. This isn't that. OneReg knows exactly who their buyers are, where they work, and what keeps them up at night. Your job is to close them. OneReg is a regulatory assurance SaaS platform purpose-built for aviation operators — airports, airlines, and adjacent industries. They help organisations manage compliance, safety, and audit risk across complex regulatory environments. They've built real traction: - Four of Australia's seven international airports are already customers — Brisbane, Melbourne, Hobart, and Broome. - Air New Zealand is live. - BHP is signing. - Qantas is mid-conversation. This isn't a startup trying to find product-market fit. It's a scale-up that's proven the model and needs a dedicated sales function to capitalise on a pipeline that's already warm. The business was founded in New Zealand, now operates across NZ, Australia, and the UK, with 47 clients across ANZ and the UK. They're well-capitalised, multi-region, and moving fast. The AU market in aviation alone represents approximately $7M in addressable ARR — and that's before you look at energy, maritime, and defence. The marketing collateral, the case studies, the sales playbook, the wins — are all in place. What's missing is a closer who can take the pipeline and drive it to signature. Qualifications - Experience selling enterprise SaaS with average contract values in the $100K–$500K+ range. - Ability to navigate procurement, legal, and executive stakeholders without losing the deal. - Experience selling against risk — compliance, regulatory, audit, cybersecurity. - Experience in a scale-up or early-stage environment. - Organised and disciplined approach to sales. - Ability to earn the trust of safety managers and CFOs. Requirements - Close the existing ANZ pipeline. - Build net-new pipeline through systematic outbound efforts. - Own the full sales cycle from discovery through contract. - Manage and grow existing accounts through upsell and expansion. - Create and execute your regional sales and marketing plan. - Sell against regulatory and audit risk. - Represent OneReg at industry events and forums. - Track everything in CRM with weekly pipeline reviews. Benefits - $120K base + $240K OTE — 50/50 split, uncapped. - Defined, finite market with a genuine advantage. - Real pipeline, right now. - A comprehensive sales operating procedure and support for technical demos. - Equity available for the right long-term candidate. - Room to expand into other sectors like energy and maritime. Company Description This role is to be filled by Pointer, it is not for Pointer. The successful candidate will also receive 12 months of ongoing training and support, including advanced training programs and access to communities for professional growth - all of which is provided by Pointer in addition to internal programs.

Role Description If you love building new business and want a structure that rewards you for it, keep reading. This is a full sales cycle role — outbound, pipeline, close — three focused days, with earnings that reflect the effort you put in — not just the hours you clock. What You'll Actually Do: - Prospect and identify café, restaurant, and hospitality venue owners who are the right fit for Taste Studios' branded product range. - Run high-volume outbound activity — calls, emails, visits — to generate meetings and move deals forward. - Convince decision-makers to commit to an initial sample box order, typically your entry point into the account. - Close deals quickly — this isn't a long-game enterprise role. - Hand off closed accounts to the broader team for ongoing management, keeping your focus squarely on pipeline. - Maintain accurate CRM records so your pipeline stays visible and your forecasting is reliable. Qualifications - Has a background in F&B, field sales, or B2B outbound — you understand how to build a pipeline from scratch. - Is comfortable with high-volume outbound and doesn't wait for leads to appear. - Thrives with autonomy — three focused days means you move with purpose and manage your own time well. - Builds rapport quickly with small business owners — café and restaurant operators are time-poor and straight-talking. - Is transparent about wanting the flexibility this structure provides, whether that's family, other commitments, or simply preferring a shorter week. - Is motivated by commission and understands OTE is earned, not given. - F&B or hospitality industry experience helps. The ability to have a sharp, credible conversation with a small business owner matters most. Requirements - Genuine flexibility — remote, three days structured around your life. - Short sales cycles — you're not grinding 9-month enterprise deals, you see results fast. - High-volume, high-feedback — outbound that moves quickly so you can see the impact of your work. - Direct access to the founder — small team, fast decisions, your work is visible and your input actually shapes how the business develops. Benefits - $50K base ($83K full-time equivalent) + $80-90K OTE on a 3-day week — the math works, and the structure rewards output not hours. - 12 months of ongoing training and support, including advanced training programs and access to communities for professional growth.

Role Description Sell something people actually want to buy. Not software that takes 12 months to implement. Not a platform that "disrupts the paradigm." Executive dinners. Roundtables. Masterclasses. The kind of business development that CMOs, Demand Gen leads, and Marketing managers are actively looking for a reason to say yes to. Enclave Events organises premium B2B executive events exclusively for tech companies selling into 500+ employee organisations. Think Google. AWS. IBM. A growing list of tech startups that understand one-to-one relationships outperform any trade show floor they've ever stood on. This person will be the first dedicated salesperson in Australia. Qualifications - You don't need a sales degree or a decade of B2B closing experience. - You get the language of marketing buyers — their KPIs, their budgets, how they justify spend internally. - You've done outbound. Real outbound. Built pipeline from nothing and pushed through the grind. - You're self-directed. No one's going to manage your diary, chase your pipeline, or tell you how to structure your week. - Background in recruitment is a plus — particularly if you're looking to make the move into sales. Requirements - Prospect outbound into tech companies (500+ employees), targeting marketing leaders — CMOs, Demand Gen, Field Marketing, Growth. - Open commercial conversations: qualify budget, make the ROI case for executive events over trade shows, advance to scoped proposals. - Sell events with a land-and-expand mindset — don't just close the dinner, map the bigger account. - Travel to events across ANZ (Perth, Brisbane, Sydney, Melbourne, Auckland, Wellington) as part of the sales process — attending is part of selling. - Manage your own pipeline with close involvement from the founder early on; own it progressively by Q2–Q3. - Identify upsell and expansion opportunities in existing accounts where appropriate. - Operate without hand-holding — no formal playbook, no marketing inbound, no SDR support. Benefits - $100K base + super | $200K OTE — structured with a Q1 activity ramp, scaling new logo. - Bootstrapped and profitable — $1M USD year one, tracking $1.6M USD year two; no VC pressure, no pivot risk. - Real logos, real social proof — Google, AWS, IBM on the client list from day one; you're not cold-pitching from scratch. - 50–60% first-meeting conversion (founder-driven) — even if that's 25% for you, that's a product that sells. - Land-and-expand model — pilot event leads to multi-event contracts; you're incentivised on first-year revenue from new logos, not just the initial deal. - ANZ-wide travel, plus potential SEA — if you want it, Bangkok, Singapore, Jakarta, Hong Kong are on the table as the business grows. - First commercial hire in Australia — define how this gets built; the right person becomes the template. Company Description Enclave is 18 months old, bootstrapped, and doing $1.6M USD in year two. They went from zero to 34 logos with no marketing budget, no inbound engine, and no Australian sales hire. Just a founder who knows how to sell something genuinely useful. The founder ran all sales himself while simultaneously running the business. A Director of Operations joins in July. Now he needs a commercial hire on the ground in Australia — someone to own the front end of the sales process so he can stop doing two jobs. The product sells. 50–60% of first meetings convert to revenue. That number is founder-driven and will likely come down for a new hire early on — but even half that close rate is exceptional by any B2B benchmark. This role is to be filled by Pointer, it is not for Pointer. The successful candidate will also receive 12 months of ongoing training and support, including advanced training programs and access to communities for professional growth - All of which is provided by Pointer in addition to internal programs.

Role Description Your job is to change the pipeline of warm accounts that haven't been properly sold to yet. This role exists because the company has enough traction to justify a dedicated sales hire. - Own a portfolio of existing accounts and drive expansion — upsell, cross-sell, seat rollouts across the wider firm. - Identify under-utilised accounts (firms with one or two logins in a 20+ person practice) and convert them to firm-wide rollouts. - Navigate buying conversations with accounting firm Partners and Directors — CPD compliance is the hook, individual login value is the close. - Work with the Head of Growth to align messaging from top-of-funnel through to close. - Contribute to shaping the expansion playbook alongside the sales consultant — this isn't a follow-the-script role. - Build enough product and industry fluency to credibly discuss tax content, CPD obligations, and firm workflows with senior accountants. Qualifications - You don't need to have sold tax software before; experience in a similar role is essential. - You've been employee one, two, or three in a sales team. - You understand land and expand as a motion you've actually run. - You can hold your own in a conversation with a Partner or Director of an accounting firm. - You're self-managing and responsible for your own visibility. - You're comfortable with healthy conflict and can push back without making it political. - Experience selling into accounting, bookkeeping, or professional services is useful but not a dealbreaker. Requirements - Ability to operate without infrastructure and thrive in an ambiguous environment. - Strong questioning skills to build credibility quickly. - Sales fundamentals and startup instincts are essential. Benefits - $120K base + super (negotiable for the right person) — $180–200K OTE. - 12 months of ongoing training and support, including advanced training programs. - Access to communities for professional growth, provided by Pointer.

Role Description Mid-market AE roles are everywhere right now. Most of them are a dead end dressed up as a step up. This one isn't. Team Software by WorkWave is the workforce management and payroll platform running inside some of Australia's largest commercial cleaning, security, and facilities management businesses. Not a startup trying to find product-market fit. Not a legacy player coasting. A proven product, a real customer base, and a sales leader who knows exactly what good looks like. We are looking for an AE who can take ownership of mid-market and grow into the bigger opportunities alongside the Head of Growth. The product serves industries where operational complexity is high and the cost of getting it wrong is significant — shift-based workforces, compliance requirements, payroll at volume. When the software works, customers feel it. When it doesn't, they feel that too. It's a sale that requires genuine understanding of a customer's business, not a feature-by-feature pitch. The opportunity at the top end is meaningful. One enterprise win can move the needle significantly. The comp structure is built to reward overperformance — accelerators kick in, and they keep climbing from there. Qualifications - 3–5+ years in a B2B SaaS AE or senior BDM role, mid-market motion, ready to edge into enterprise - Discovery skills that are genuinely sharp — you ask the questions others skip, you build the business case, you control the cycle - Self-directed pipeline builder — you don't wait to be told to prospect, you don't rely on inbound, you act on a target list without hand-holding - Commercially sharp — you understand how operational software creates ROI, not just what features it has - Resilient enough to operate in a structured but sometimes constrained environment — US parent, budget decisions that take time, processes that aren't always built for the ANZ market - Experience carrying and exceeding $500K+ ARR quotas is a strong plus Requirements - Own your mid-market pipeline — target list provided, execution is yours - Build research-led, personalised outbound sequences targeting operations and finance decision-makers at commercial cleaning, security, and FM businesses — not templated spray and pray - Run structured discovery calls that go beyond surface-level pain — understand the business, quantify the impact, build a real case - Manage multi-stakeholder sales cycles from first contact through commercial negotiation and close - Maintain pipeline discipline and forecasting accuracy - Feed intel from the market back into the team — what's landing, what's not, where the product has leverage Benefits - $110K–$130K base + super, $200K–$260K OTE - Direct line to the Head of Growth — you'll be working alongside him on larger deals as you build credibility, not waiting for permission - Vertical SaaS with a defined ICP — you're not hunting in every direction; the buyer profile is clear, the pain points are known - Named enterprise target list already exists — this is not a "build everything from scratch" situation - A sales leader who's invested, and wants you to win — not a manager who disappears Company Description This role is to be filled by Pointer, it is not for Pointer. The successful candidate will also receive 12 months of ongoing training and support, including advanced training programs and access to communities for professional growth - All of which is provided by Pointer in addition to internal programs.