Got an offer last month. IC4 SWE, remote, Seattle-equivalent comp band. Walked away with meaningfully more than the first number. Here's exactly what I did.
The initial offer: Base: $195k RSU: $280k over 4 years ($70k/yr) Sign-on: $20k Total first-year TC: $285k (base + RSU + sign-on)
Move 1: ask for time, don't react to the number. Recruiter calls with verbal. I said something like, "Thanks, I'm really excited about this role. Can I have until Friday to review everything carefully?" They said yes. This is standard and they always expect it. Use the time.
Move 2: anchor to the comp band, not a competing offer. I didn't have a competing offer at that moment. I didn't lie and say I did. What I said was: "Based on what I've seen for IC4 data from comparable companies and my research on Snowflake's band, I was expecting something in the $210k base range. Is there flexibility there?"
They came back with $205k. Not $210k, but movement.
Move 3: shift to equity when base stalls. Once base was at $205k, I asked about the RSU grant. "The equity felt conservative given the scope of the role. Is there flexibility to bump the grant to $340-360k?"
They came back with $320k ($80k/yr). Again, not the top of what I asked, but movement.
Move 4: sign-on as a bridge. "I have deferred comp from my current employer that vests in March. Would Snowflake consider a higher sign-on to offset that?"
They bumped sign-on from $20k to $35k.
Final TC, year 1: $205k base + $80k RSU + $35k sign-on = $320k.
Takeaways: Competing offers help but aren't required. The comp band argument worked better than I expected because it felt data-based, not adversarial. The RSU conversation was easier than base. And sign-on is often the easiest lever because it's a one-time cost the company doesn't see as a permanent increase.
They never pushed back hard or threatened to rescind. Never felt like I was burning goodwill.