saaspapi

Account Executive

Negotiating Sales Comp

Do you negotiate your compensation package, and if so what's your approach?

Situation:

I received a written job offer on Friday with a base of $125k and the recruiter was unable to tell me what the OTE was, but the hiring manager said it would be $250k. Selling services for a product that I am very familiar with. Smaller company with lots of older people -- and I would likely not be excited about my work.

I should be getting another job offer tomorrow from a late stage start-up that will possibly IPO in 2-3 years. I'm very passionate about the industry, product value, a lot of people my age at the company and I would imagine that there will be equity offered. However, the pay will be lower... I was told $140k-$180k OTE.

I don't expect to have them match the pay from the first job offer, but I would like to leverage that offer to get the higher range of that OTE and as much equity as possible in my offer.

Is it likely that if I push for the higher OTE *AND* more equity that they might rescind the job offer?

Should I mention that I have another 1 or 2 job written job offers when negotiating compensation with the second company?

Context:

+ 5 years in SaaS sales

+ 1.5 years in a closing role at well known tech company

+ Made $160k on my W2 in 2021

👑 Sales Strategy

💰 Compensation

6

14 comments

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TennisandSales

Politicker

6

Head Of Sales

first off congrats. you are in a great spot and not many people will ever get offers of $100K+ base.

1. I would NOT worry about them rescinding your offer if you make a counter offer. just dont be a dick about how you say it.
2. How many people at company 2 have exceeded quota?
3. When you made $160K did you blow quota out of the water? miss quota, hit it dead on?
these help me understand how to word the counter offer and what your next move will could be.
4. it will be REALLY hard to negotiate your equity without knowing alot more details about what others have. and since you have only been in a closing role for 1.5 years idk how much room you have to negotiate. feel free to update this when you get that offer though.
5. have you told them what your salary expectations are???

Here is how I would word it in an email.

"hi (recruiter)
I really appreciate the team extending this offer to me. Like I mentioned I am excited about the opportunity to work wth comapny X.

I have received other offers at this point and unfortunately this offer is lower than most.

I was really looking to have the base salary be at $XXXXXX.
Is (Company X) able to match that number? This would keep it competitive with what others are offering me. I believe my track recored of success would justify this amount and after the rounds of interviews, I feel like leadership is excited about me as much as I am excited about this role.

let me know your thoughts and if you have any questions for me.

Thanks.

from here, you need to be willing to walk away if your REALLY want that base to go up.

But also, working at a company you dont like is a really hard thing to do long term so just think more about option one. But hey, $125K is no joke.

CuriousFox

WR Officer

4

🦊

Damn Tennis I actually don't have anything to add.

TennisandSales

Politicker

1

Head Of Sales

now THIS is a compliment. 😂

antiASKHOLE

Tycoon

2

Bravado's Resident Asshole

Perfect right here.

TennisandSales

Politicker

0

Head Of Sales

🙏🏼

Sunbunny31

Politicker

2

Sr Sales Executive 🐰

Also vote for perfect.

bandabanda

Tycoon

1

Senior AE Mid Market

Well said

TennisandSales

Politicker

0

Head Of Sales

🙏🏼

Diablo

Politicker

1

Sr. AE

Nailed it

TennisandSales

Politicker

0

Head Of Sales

BOOM!

saaspapi

0

Account Executive

@TennisandSales Thanks for your advice. I ended up leveraging your talk track and got an extra $10k in base and doubled the equity that they originally offered me. I ended up going with the late stage startup.

You're a real Sales G.

TennisandSales

Politicker

0

Head Of Sales

LETS GOOOO!!!!!!! i love to hear that! thank you for the update this is awesome!

Pachacuti

Politicker

0

They call me Daddy, Sales Daddy

Imo - option 1. Why? You’ll hit the ground running and close deals faster since you’re already familiar with what you’ll be selling.

saaspapi

0

Account Executive

It would be selling the services work associated with the software platform that I use to sell.

I'm not sure if I would be pigeonholing myself as an "AE that just sells services and not software".

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