🐋 BTS of salary negotiations in tech
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What does it really mean when a recruiter asks “what are your compensation expectations?” and what does it mean when they hit you with an “I’ll get back to you?”
This week, we’ll be the translator so you can get that sweet, sweet total compensation bump. ✨
The recruiter asks, “What are your compensation expectations?”
Depending on who you ask, you’re going to get a different opinion on this one. Because it typically comes at the end of an initial interview, it’s also a bit scary to answer.
That’s why a lot of advice correctly recommends punting on the answer for as long as possible.
So, what are they digging for?
We spoke to a tech recruiter who said “if I know you’re looking to make $50k over what we have budgeted, I want you to know that as early on as possible so if we do get to the offer stages, you aren’t surprised.”
But keep in mind that companies are, at the end of the day, capitalistic. When candidates give a range, they often give one that’s lower than what a company is willing to pay – especially in today’s hot talent market.
How should you answer?
Start with the standard – “I’m interested in making market for the role – can you share the range and overall package for the position?”
Getting pushed? Try one more time – “I’m still exploring the market and it varies dramatically between companies of different size, stage, and industry.”
And can’t get past it? Alright, now it’s time to give a range – but trend toward the top end of what you have in mind. If you’re budgeting for $100k to $130k, say something like… “It depends on the overall package, including elements like benefits and equity, but I’m looking for something in the ballpark of $130k.”
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Alright, back to it!
The recruiter says, “We just want you to have one more conversation.”
There are a bunch of reasons this could happen, but it all boils down to the same thing: the decision just hasn’t been made yet.
It depends on the situation, but know that you’re close to sealing the deal and might be right at the threshold of deal or no deal.
So, what’s going on with this one?
A recruiter who’s worked at Meta and Twitter had this to say: “Sometimes, these are just sell calls. They can be about getting the candidate excited.”
Other times, it can be about a split interview panel or someone who was missing from the interview loop who wants to make sure they meet you first. You could also be competing with another worthy candidate.
At times, it could be about leveling – they want to figure out if you’re senior or mid-level or if they want to stretch their comp band to make sure they seal the deal, you could be getting measured for your merit.
What should you do?
Treat this with the same seriousness as the rest of your interviews. Don’t get discouraged by the extra step! Company hiring processes aren’t always as neat as they should be, and you don’t want to miss out on a potentially great fit because of your ego.
Last one!
The recruiter says they’ll “get back to you” when you negotiate your offer.
Every good book or article about compensation says the same thing:
Never accept the first offer. This is for good reason: with some exceptions, the first offer is rarely the max of a budget for a role.
Why are you getting this runaround?
A senior tech recruiter had this to say: when recruiters “check with the team,” they’re typically talking to the hiring manager or finance team to see if the new requested salary fits not just the role but also the pay bands across the wider team.
In other cases, there’s a real debate happening behind the scenes, and a VP or head of a department is getting involved.
Sometimes, the recruiter is just attempting to seem scarce – you know how it is. It’s the threat of ghosting that gets us all going.
And your reaction?
The recruiter said, “it’s critical to understand that you can’t treat companies the same with your negotiation.” Some companies have a lot of flexibility, and some don’t. Some recruiters are on your side, and some aren’t. Move accordingly.
Be patient, but follow up every two or three business days for an update.
Use any other offers or late-stage processes to add a sense of urgency.
Keep up with the rest of your job search! BATNAs are your best weapon.