I think just the opposite: the best time to pounce on them with salary expectations is as late as possible, after they've already invested the interview time on you and seen you excel.
If they already have their budget in mind before the interview process began, it won't buy you any leverage waiting until the very end. They won't care that they burnt the money/time/energy considering your candidacy, even if that costs them more in the long run.
I've ended up wasting a lot of my own time with this strategy. I'll get to the point where they want to extend an offer, I name my number, and then we have an awkward 15 minutes on the phone (e.g., "the VP couldn't ever approve that amount") and then I say I'm not interested 24 hours later.
"If they already have their budget in mind before the interview process began"
This is impossible to know though, as is its breakdown. Many places have very fixed limits on salary and bonus, for instance, but RSUs and sign on they have a lot of freedom.
Even the places that have fixed budgets all around may have multiple openings of varying levels; a strong interview showing may cause them to bump the level they'd look to hire you at, just to meet your comp expectations (I've seen this happen numerous times as a manager when a candidate came back asking for more).
If they bring it up at the start, great, it saves a lot of time for both of you. If -you- bring it up at the start, though, you're just closing off opportunities.
If you’re closing off opportunities that you wouldn’t take anyway, it’s just another form of time savings. I make sure we’re at least in the same chapter if not the exact same page on comp before spending more than a 25-minute intro.
As I mentioned elsewhere, I upped my RSU comp 4x what was initially offered by bringing it up at the end, for a position I -was- interested in. Had I come out of the gate saying I expected that, I'm quite certain the response would have been "we can't do that" and moved on.
Fair enough if you only want to work for a company that offers your target comp -without- negotiation (since even if they're open to negotiating at the start, you're doing so when your hand is weakest), but otherwise there is nothing to be gained by bringing it up at the start.
100k vesting over 4 years -> 400k vesting over 4 years. No; only that I didn't have to leave my current place of employ. The total comp was toward the upper end for my market, though slightly lower than FAANG for the area (and with a company whose stock ticker is less aggressively/consistently rising, so less likely to be a huge gain come vestment). I did not make it explicit that I did not have competing offers, instead using phrasing that may have implied it (for instance, "will next week work for your timeline?" "Yes, though please let me know ASAP if it slips as I can't speak to after that").
Yes, I was surprised as well that they were willing to move that much. However, I know RSUs tend to be a lot easier to move on for companies than salary or bonuses (in fact, the salary offered was about 5% lower than my prior; I didn't even touch on that, instead looking to make up the difference, and then some, in the RSUs), and vary a lot more in the market. There are some companies that don't offer RSUs at all, pre-IPO startups whose grants are of questionable value, companies that grant RSUs yearly but only to a percentage of their employees, companies that give comparatively small amounts of RSUs to all their employees, and companies that give comparatively large amounts of RSUs to all their employees. That means the market range is huge and increases can more easily be justified; market range for salary tends to be far more constrained.
It's possible this may have also been due to being outside of SV; while the company has an office in my metropolitan area, I don't believe it's mostly dev, and while they have salary guidelines for outside of SV for dev, they may not for equity. So it may have been that the initial RSU offer was tailored to the locale, and my ask was okayed because it was in line for dev. Point still stands; they were incentivized to move, and they were able to. Had I asked at the start they would likely not have, simply because a recruiter isn't going to ask to make an exception for a candidate they haven't even interviewed yet.
For small businesses this might be true. Small businesses often aren't hiring top tech talent commanding high comp levels, it's usually businesses with loads of capital.
If you're playing chicken on who can waste the most capital against these guys, you're probably going to lose (otherwise, you wouldn't be applying for a job there in the first place, they'd be asking you to hire them).
They've got a pool of other people like you, they know it and they know roughly what it'll cost to find another you. They might be willing to jump a little to avoid that but they're not going to bend over for it. They also want someone willing to take orders, not someone too aggressive, so that might signal that you could be a problem. I'm not saying don't stick up for yourself and try to get your piece, just that you should be careful playing these games unless you're prepared to lose and walk away.
