baby

Enterprise Account Executive

Recommendations for maximizing comp in an offer

I just got an offer at my dream company (Company A). They're a publicly traded company, and they offer $250k OTE + $100k in RSUs over 4 years. However, I'm also in late rounds with a startup (Company B) that is offering $350-400k/year + significant equity as their founding AE. Company A has told me earlier during the screening process that this was the top of their band and they couldn't increase OTE any higher. Are there any ways to leverage the first second offer to get a better offer on the first? What other creative ways can I increase my pay without increasing OTE? This is my first time working at a publicly traded company in nearly 12 years so I'm unfamiliar with how negotiations go in this scenario. Would increasing RSUs be possible or are those typically capped too?

💰 Compensation

25 comments

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braintank

Politicker

Enterprise Account Executive

You can always ask for more RSUs.
The public company offers stability and other "intangibles" that a founding AE role don't.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Personal development $$, lots of company holidays where nobody is expected to work, better expense per diems, the list goes on.

braintank

Politicker

Enterprise Account Executive

and less likely to get summarily shit-canned when the company decides to pivot

Sunbunny31

Politicker

Sr Sales Executive 🐰

Yeah, because even if your whole division is no longer funded or the solution goes into maintenance, you're usually given a chance to find a new role.

antiASKHOLE

Tycoon

Bravado's Resident Asshole

Which is always a shitty thing that happens.

baby

Contributor

Enterprise Account Executive

To be clear, I'm moving forward with Company A. I'm just curious as to how I can bridge the gap with pay.

braintank

Politicker

Enterprise Account Executive

RSUs and/or signing bonus?

Sunbunny31

Politicker

Sr Sales Executive 🐰

Congratulations on two solid offers, by the way. And I believe that company A is the right choice. In addition to what braintank suggests, revisit the comp band with them. They told you it was the top, but you're now closer to signing than you had been.

baby

Contributor

Enterprise Account Executive

That's what I was thinking as well. Is there some type of calculation or table to consider when asking for RSUs and/or signing bonus? I don't want to ask for too much or too little.

Sunbunny31

Politicker

Sr Sales Executive 🐰

I discovered I asked for too little when the hiring manager immediately agreed to the number I gave. But - it was a number I was happy with and wanted. So - what number do you want, and what will you be happy with? If they stand by what they already offered and don't budge, will you be satisfied (as it is your dream company and is a good offer)?

braintank

Politicker

Enterprise Account Executive

I'd just ask if they're available.
Old negotiation principle of "whoever says a number first loses"

oldcloser

Arsonist

💀

Not much to add to the above - other than this: Assume the close with the ask. "What sort of signing bonus is available?" Then be prepared to show your sour face.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Love the phrasing - great advice.

jefe

Arsonist

🍁

All of the above. Probably not much wiggle room on the salary itself but tank, bunny, and anti nailed it

poweredbycaffeine

WR Lieutenant

☕️

Cash today is a greater value to a variable asset you may not fully vest should things go south.

Yet, being a founding AE means you may never see that variable comp if you don’t figure out a reliable GTM strategy.

RandyLahey

Politicker

Account Executive

This is a true risk/reward calculus you need to do. Offer is more stable, and you can ask for more RSUs. Mention the second offer you receive, but I would lower the actual amount you mention to them. If this is their top, you will need to extract concessions elsewhere.
Use RSU's to ask to "meet in the middle".

CuriousFox

WR Officer

🦊

Bling bling bitch 💎

Kosta_Konfucius

Politicker

Sales Rep

The top of their band during the initial interviews and the top after offer are typically differenbt

Justatitle

Big Shot

Account Executive

that 350k founding AE role might not hold a lot of weight and the first choice company could very well tell you to suck wind and be annoyed or worse raise the money slightly then get rid of you first if there are ever cuts. Playing devils advocate here but if the Company A is the dream org and their pay offering is clear from the beginning there's really nothing wrong with accepting it and taking good in the place of perfect. I can promise Company B ain't perfect and funding could easily be gone.

Pachacuti

Politicker

They call me Daddy, Sales Daddy

Big, public companies tend to have a more structured comp structure and don't have the flexibility to go as high as a start up. A start up can go higher because there is less structure. Its the high risk/high reward scenario.

Company A offers more stability. Company B offers more $$. But if you lose your job in a year at Company B in <1 year and spend 3-6 months job hunting, you'll see Company A as a better place to be.

In the end, do what is best for you and yours.

GDO

Politicker

BDM

I’d pick the safety. Maybe use it to get other stuff than pay. More rsu more pto…

CuriousFox

WR Officer

🦊

Cash money up front.

LambyCorn

Arsonist

A mfkn E

Good lord Da Baby, you are in a great pickle! Congratulations - Given the uncertainty of todays job market and market in general, how confident are you that the 2nd role will hold up if *knockwood* a recession comes by? Does the first company have any reputation with stability? Since im a cash whore, I would probably go with the 2nd offer as its more money but I don't know your situation, maybe stability trumps cash. But fuck, we are talking 150k diference here its not 24k.. Regarding the split,are both offers 50/50? If so, are they realistic OTE wise?

Beans

Big Shot

Enterprise Account Executive

Equity is not guaranteed, they need a liquidation event.

Leader

Established company will have more predictably around the OTE than the startup will. Think about the resources and support structure you’re stepping into. Do you want more predictability or more risk for higher $? Up to you!

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baby

Recommendations for maximizing comp in an offer

25 comments

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