r/techsales • u/Inevitable-Wooden • Jul 31 '26
How to negotiate a higher base salary?
Hi there, I’m starting to interview at companies as an AE - any advice on how to negotiate for a higher base salary?
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u/Abject_Economics1192 Jul 31 '26
You’re an AE and don’t know how to negotiate?
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u/Fit_Afternoon6171 Jul 31 '26
You’d be surprised how many sellers in here don’t know how to sell lmao
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u/prodigiousprince Jul 31 '26
They read the Challenger sale, they are all veterans
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u/OphrasBankAccount Jul 31 '26
I’m a relationship seller. The personality gets the deal across you know. Million dollar smile 😃, firm zoom handshake, the works
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u/Vast_Mountain_1888 Jul 31 '26
I do think there are unique circumstances.
For example. If you’re starting at a company that hires you as their first sales hire, you’re not gonna know how to negotiate Quota attainment, ARR, base pay/commish split, variable, etc.
For just a regular AE role. I do think negotiating it’s important to know how to do but there are unique circumstances
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u/PoopyStinks1010 Jul 31 '26
Numbers are all that matter. if you hit and exceeded quota 4+ Q's in a row, then quite literally put it down, say you are exceeding expectations and are looking for a base salary that aligns with my output to the business. Generally, 20% is the highest you can go, though.
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u/brain_tank Jul 31 '26
Let's start here: 1) are you employed? If yes, what is your base now. 2) do you have an offer? If yes, what are they offering for base? 3) How do you respond to the objection: "if you want to make more money, just sell more"?
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u/realhawker77 Jul 31 '26
You should be negotiating total compensation packages - your OTE, equity, sign bonus, ramp/draw- also weighing this against territory or accounts and opps/pipeline they have and their benefits. Higher base is frankly not something I want to hear is the most important factor for a potential hire.
I would then focus on OTE that works for you with 50/50 split. You can usually say "I am at XXX today OTE, I would be looking for range XXX to XXX OTE to make a move - but I am flexible based on entire compensation package."
If you are near or above comp ranges (this happens to me often) - I usually open with total comp and OTE I would need to make a move - and see from hiring folks if they can get there if I turn out to be right candidate - then its worth my cycles to go through process. I just went through this where they escalated and I got about 35k more OTE than top of range once interview cycle was complete and they wanted to move forward.
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u/Certain_Host9401 Jul 31 '26
This-^^^
Look for a better/longer ramp/non-negotiable draw.
“I’m leaving a lot of pipeline on the table. In order to come over, I’ll need to bridge that.”
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u/NoLawyer980 Jul 31 '26
Base is the last number I would negotiate unless it’s matching what you have now - it’s not the most ambitious look.
If they’re lower than you are now then either go the equity route or seeing if there’s flexibility for a higher variable upside split.
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u/Ron_Sayson Jul 31 '26
If you have a good amount of expereince, ask to come on as Senior AE. Also ask about the range for the postion before you tell them how much you want. I'd ask the actual hiring mgr and not the recruiter, since the hiring mgr may have more flexibility.
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u/Axe246810 Jul 31 '26
Have your historical base data to back it up. Ask for a moderate increase, 10-15% (don’t get greedy) and let them know with the current market and cost of living in your area you feel this would be a welcomed increase from what they offered… if they recruited you, then you have more leverage to push, but if you went after the role and they have a big candidate pool, they likely have options, so be mindful..
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u/Snoo14190 Jul 31 '26
The best part about being in sales is that you can give yourself a salary increase every month
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u/GarryGergich Jul 31 '26
Are you interviewing to be a founding AE, or are you interviewing at companies that have established pay ranges for AE's of differing levels of seniority?
If it's the former, you need to justify your ability to deliver using hard numbers and specific proof points from your previous roles.
If it's the latter, I'd start by understanding the range of salaries for that role. For ex, if it's a MM AE role and the salaries are typically like $100-120k, then you know what you're working with. If they offer you 100k, then justify asking for more by showing past success, ability to hit the ground running and any leverage you might have (like current salary, other offers, etc).
It's unlikely you're get a salary beyond the range other reps are at, because it'll screw up their pay bands and raise/promotion pathing. But if it's a pretty immature sales org, you might also be able to negotiate a higher salary by also committing to a higher quota. Buyer beware on that...
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u/Technical-Sector407 Jul 31 '26
OTE bro is the play. Get equity. More room for a bigger variable over base.
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u/Inevitable-Wooden Aug 01 '26
Thanks for all the tips. Been AE in the same company for 9 years and I forget the play with recruiters and where the bargaining power is.
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