I grew my tech income to over $250,000, even though I never broke into Big Tech. This salary negotiation tip has never gone badly for me.

• Brian Jenney didn't break into tech until his early 30s, so he was naive about negotiating salaries.
• Over the years, Jenney learned to negotiate by asking for 10 to 20% more than his offer.
• Though he's never worked in Big Tech, he's earned more than he ever imagined.

This as-told-to essay is based on a conversation with Brian Jenney, 42, who lives in California. The following has been edited for length and clarity.

When I got into tech in my early 30s, I had no clue how crazy lucrative the industry was.

I started as a web application developer in 2015, earning roughly $60,000 a year.

Over the years, I became savvier at negotiating my salary, and by 2023, I was making over $250,000.

I've earned more than I could have ever imagined, without working in Big Tech, where people often assume the big money is made.

Here's what I've learned along the way.

1. It was dumb not to negotiate a starting salary because it already sounded impressive

I used to have addiction issues, so I didn't really work from the ages of 25 to 30 and lost knowledge that people gain from white collar jobs at this stage of life.

I was naive about the salary potential of my industry, and when people in tech said they were on $150,000, it blew my mind, and I began to feel underpaid.

In 2017, after two years in the web developer role, I landed a job at a startup. I was so impressed when I was offered $120,000 that I didn't negotiate my salary, which was dumb in retrospect.

The environment was extremely fast-paced and high-caliber. I struggled with imposter syndrome as one of the team's more junior members. I felt like one of the worst developers there and that I was already being paid more than I deserved. It discouraged me from asking for a raise.

In 2019, I joined the media intelligence company Zignal Labs. I was so happy about the job offer that I didn't negotiate the salary, so my pay initially stayed roughly the same as in my previous job. It felt like I had plateaued, even though I had more money than I needed. An unfortunate symptom of working in tech is that you get drawn to wanting more.

Choosing this role turned out to be the right move, though. I had more room to grow and was in a better learning environment at a larger company.

During the tech hiring spree of 2020, my peers said they were getting crazy offers, and I didn't want to miss out. That August, I joined The Clorox Company, a manufacturing firm, as a software engineer. By 2023, I was making over $250,000: the peak of my earnings in tech.

In 2024, I was laid off, and I've continued to work in various software engineering roles. I bought a business in 2023, and my focus has shifted to seeking out flexibility and time to build it, instead of maximizing corporate compensation.

2. I prepare for the pressure of job interviews by practicing with strangers

Interviews are like a carnival game where you can win big money by performing well, and you can't get to the negotiation stage without passing them. They're structured, learnable, and winnable with the right preparation.

When I have job interviews lined up, I do technical practice and use a platform called Pramp, which pairs you with strangers for practice interviews. I've found this helps simulate the nerves and pressure of real interviews better than practicing with friends.

I'll try to do at least two mock interviews before an interview I really care about.

3. I learned to 'play the game' of salary negotiation. Now I ask for at least 10% more.

Over the years, I've benefited a lot from people in tech being open about their salaries and career paths, which helped me understand what was possible and gave me confidence to negotiate and aim higher.

I've learned that salary negotiation is a game you have to play, and if you don't, you lose money.

I began consistently negotiating pay in the late 2010s. I usually tell the employer that I'm really excited to start the job, but that I was hoping to come in at a higher salary range, usually 10 to 20% more.

I've found this to be very effective, and it has never gone badly for me. If an employer sounds firm on their offer, I usually try to explore whether a sign-on bonus is possible instead, but I don't push aggressively beyond that.

I have more money than I need, even though I never worked in Big Tech

I've interviewed with but never been hired by the Big Tech companies. Besides, I like working at smaller startups and non-tech companies where I think you can have a greater impact.

Big Tech employees are going to "beat me" on pay because their stock compensation will outpace my earnings. But I see my current lifestyle as comparable to theirs. I believe there's a reason software engineers aren't driving around Mountain View in Ferraris: they can't cash out all their stock money yet.

There's always more you can earn, but when my salary hit the $150,000 mark, I knew it was more than I needed. I'd rather prioritize jobs where I'm happy, I'm learning, and I can cover my needs while still saving. That's all I really need.

Do you have a story to share about growing your salary in tech? Contact this reporter at ccheong@businessinsider.com