Founder Comp Playbook

Overview

Founders lose hires in two ways: underpaying with mystery (candidate ghosts after RepVue check) or overpaying with hero OTE (runway dies in 9 months). Cash-constrained founders must negotiate with total package math — OTE, quota, equity, ramp, and trajectory — not emotional number-matching.

This skill is the founder-specific comp layer: what you can afford by ARR stage, how to value equity honestly, employer negotiation scripts, and when to walk. Canonical GTM comp strategy → executive-compensation/references/gtm-compensation-strategy.md (Pattern 35). IC bands + templates → gtm-role-descriptions. Close mechanics → gtm-recruiting. VP/CRO clauses → executive-compensation.

Not legal advice. Offer letters → employment-compliance.

When to Use