Negotiating Your Job Offer 
For Top Talent in Cloud, AI, Cybersecurity & Enterprise Tech Sales  

Understand the Full Package

Before any negotiation begins, make sure you’re looking at the total compensation picture, not just base salary. Key components include: 

Base Salary – Guaranteed income (often tiered by geography and experience)
On-Target Earnings (OTE) – Especially for sales roles; includes base + expected variable/commission
Equity/Stock Options – Often a major part of comp in startups or pre-IPO companies
Bonuses – Performance, sign-on, or retention-based
Benefits & Perks – Health plans, 401(k), PTO,flexibility, training budgets, etc.
Start Date & Flexibility – Ability to negotiate alater or phased start if needed

Make sure you’re comparing apples to apples if you have multiple offers—especially around equity and commission structure. 

Know Your Market Value

Do your research before making any counteroffer: Use tools like Levels.fyi, or Glassdoor
- Talk to a recruiter (like us!) who knows the inside numbers for your specific industry, region, and role.
- Consider how rare your skill set is: Security? Automation?AI/ML? Your value rises with demand. 

Knowing the typical range arms you with confidence—and prevents leaving money on the table.

Negotiating Salary: The Right Way

Here’s a framework you can use: 
- Start with Gratitude: “Thank you for the offer—I’m really excited about the opportunity and the team.”
- Frame Your Ask with Logic, Not Emotion: “Based on my experience in enterprise sales, market benchmarks, and the scope of this role, I was expecting something closer to [desired amount or range].”
- Be Specific and Collaborative - “Is there flexibility in the base or OTE? I’d love to find a way to make this a strong win for both sides.” 
- Avoid ultimatums. Instead, express that you're trying to align the offer with the value you’ll bring and the expectations of the role.  

Negotiating Equity or Stock Options

Equity can be complex, but here’s what to consider: 
*Total number of shares and percentage ownership
*Strike price and current valuation of the company
*Vesting schedule (usually 4 years with a 1-year cliff; (some companies recently went to only a 3-month waiting period)
*Recent funding rounds or IPO potential

If the base is lower than market, negotiate more equity. You can say: “Given the long-term potential of this company, I’d be excited to lean into equity. Is there room to adjust the stock portion of the offer?” 

Also: don’t be afraid to ask for clarity around the company’s exit timeline, dilution risk, and previous valuations. 

Managing Multiple Offers

If you’re juggling offers: 
- Don’t ghost or rush—communicate honestly and professionally
- Ask for more time to evaluate:  “I want to give this offer the attention it deserves—would it be possible to extend the decision deadline by a few days?” 

Use one offer to *inform* another—not to play companies against each other: “I’m in discussions with another opportunity that has a slightly higher OTE, but I’m more excited about your team and mission. Is there any flexibility to come closer on comp?” 

Start Date Flexibility

Companies can be more flexible than you think: 
- Need a break between jobs? Ask.  
- Need to wrap up a long sales cycle or finish out a quarter? Be upfront. 

Start date is one of the easiest things to negotiate, especially if you're clear about why you need it. 

Final Tip: Let Us Help

A great recruiter is your secret weapon. We act as a buffer, advisor, and advocate to help you get the offer you deserve—without awkward back-and-forth. At Square Parallel we don’t just help you land the role—we help you maximize the value of every opportunity. 

When you're ready to make your next move

Book a strategy session or Email Us. We're waiting for your call.
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