How to use posted pay ranges when you negotiate

What a range means

When a listing posts a range, it's the pay the company expects to offer for that role, usually as base salary before bonus and equity. A wide range often covers more than one level, or more than one location.

Read the fine print: is it yearly or hourly, base or total, and does it change by location?

Where to aim

If you meet every requirement and bring more, aim for the upper part. If you're stretching into the role, the middle is realistic. Rarely does it help to ask for more than the top: that usually means the role should be a level up.

Compare with similar roles

One listing is one data point. Look at what similar roles at similar companies post for the same level and place, so you know whether this range is high, low or typical.

Bring it up plainly

When asked what you're looking for, name a number inside the range and give one reason: “Given my experience leading payments migrations, I'm looking at the upper part of the posted range, around $X.” Plain and specific works better than a hint.