Some people say in-house salaries are almost fixed, but I think there’s always wiggle room — especially for senior roles. In your experience, how much flexibility do companies usually have on base salary, bonus, or equity? If the base is lower, can I ask for more equity etc?

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Most make it seem like there is little wiggle room, but that’s rarely the case. Even if the base is strict, they’ll be able to negotiate the equity or bonus.

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Depending on the company size and legal team structure it could be predefined position levels with associated compensation bands or there could be lots of flexibility. It’s usually safe to ask for 10-20% more salary during a negotiation depending on your particular circumstances.

For example, this year I negotiated an increase in base salary of 15% above the top of their comp band and a 50% increase in equity over their initial offer for a candidate who was on the higher end of experience for a role.

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In my opinion, there is always wiggle room. And even if there "isn't" if they want you bad enough, they will make some concessions.

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Really, people say in-house salaries are fixed? When the alternative is lockstep progression at a firm?

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