How Startups Win Against Big Tech Offers

# How Startups Win Against Big Tech Offers

Your final candidate just told you they have an offer from Google. The total comp is 40% higher than yours. Do you walk away? Not necessarily. Here's how startups win against Big Tech.

Understand What You're Competing Against

### Big Tech Advantages

- Brand and prestige - Higher base salaries - Significant liquid equity (RSUs) - Benefits and perks - Stability and resources - Career ladders

### Big Tech Disadvantages

- Slower pace of work - Less ownership and impact - More bureaucracy - Smaller scope of role - Less learning (in some cases) - Political navigation required

Your Competitive Advantages

### Impact and Ownership

At a startup, your candidate will: - Own meaningful outcomes - See their work in production - Make decisions that matter - Have direct customer contact - Build something from early stages

### Learning and Growth

Startups offer: - Broader exposure across functions - Faster skill development - More responsibility earlier - Less waiting for opportunity

### Equity Upside

While riskier, startup equity can be worth more: - Lower strike prices - Larger percentages - Upside if company succeeds - No seven-year vesting

### Culture and Team

Startups often provide: - More intimate team environment - Direct access to leadership - Faster decision making - More flexibility

Tactical Strategies

### Know Your Candidate

Understand what they actually want: - Are they motivated by money, impact, learning, or stability? - What's missing in their current role? - Why are they talking to startups at all?

### Sell the Future

Paint a vivid picture of: - What they'll accomplish in the first year - How they'll grow over 3+ years - The company trajectory and their role in it - What success looks like for them

### Address Compensation Directly

Don't ignore the elephant: - Acknowledge the comp gap honestly - Explain your equity and its potential value - Discuss how compensation grows as you scale - Consider signing bonuses if cash is the issue

### Create Urgency Without Pressure

- Set clear decision timelines - Explain your process and where they stand - Let them know you're excited and ready to move

### Involve the Team

Let them meet: - Founders (for vision and excitement) - Their potential peers (for team fit) - People who chose startup over Big Tech (for validation)

When to Walk Away

You probably can't win if: - Candidate is primarily motivated by stability - Compensation gap is unbridgeable and critical to them - They're using you for leverage (no real interest) - Culture fit isn't there

The Bottom Line

You won't win every Big Tech competition, and you shouldn't try to. Focus on candidates who genuinely value what startups offer, sell your unique advantages, and don't be ashamed of your constraints.