Offer negotiation is the process of improving the terms of a job offer before you accept — base salary, commission, equity, title, start date. It is expected, and doing it well is itself proof you can sell: you anchor with researched market value, hold your leverage, and trade concessions gracefully. Most offers have room, and a calm, professional ask rarely costs you the role — silence or a bad reaction usually does more harm.
In plain English
The offer is the opening, not the final. You negotiate politely around the whole package, not just the number. Ask what is flexible, make one clear ask backed by research, and be ready to trade (a lower base for a higher ramp, a bonus for a faster start).
Why it matters to you
How you handle the offer tells a sales manager whether you can negotiate on the job. It is also real money that compounds. Anchor from market data, know your walk-away, and keep it collaborative. A rep who negotiates their own offer well signals confidence — the exact signal the hiring manager is watching for.
For negotiating your first plan, see Negotiate Your First AE Comp Plan.