[BlueTie]

Sales guy here.

The way I sell against top tier names is to use attunement to my advantage. Sure the other company has a huge name - but they're not like you and will never be like you; instead they'll expect you to be like them. Are you ready for your organization to make a shift like that? What would that mean for you?

Us on the other hand - we're also a similar sized company, we also have do not have monopoly pricing power, we also don't have a war chest of money to invest in some flashing thing...and we've built a product for companies like us.

...

Think about that in the context of hiring. No one wants someone to say "well this is how we did it at Twitter/Facebook/Stripe" 10,000 times and undermine + slow down their entire process.

I would emphasize exactly what makes you different and how that experience translates to who you're interviewing with (that is, how you understand their problems better and can address them better) than a dev whose entire view is from a world of basically unlimited cash/growth/speculation. And how you are therefore a much less risky hire for their org.

gl