I've got about 15 years experience in software engineering with a great deal of experience working with a variety of companies. I've worked with startups especially in the past 6 years, and recently have encountered something odd in salary talks when engaging a new company. These are new small startups with 5-7 ppl, usually 2 cofounders and about 4 dev capacity people. They are well funded at this point usually. What I've encountered is these cofounders assume all tech people on the team will be paid the same salary. This might work if everyone has the same experience or role but often I'm sought because of my experience and ability to deliver and then assumed to be paid the same generic rate as someone 10 years my junior professionally. Or, the founders think they are being generous but fair by not paying anyone more or negotiating one or another. That they are supporting a flat and equal structure of peers. The founders are often young themselves so may not understand how pay often rises with experience.
This is not the case with larger startups usually once their hiring process becomes more formalized and isn't just one guys assumption. And obviously bigger companies have this worked out.
How can I work with these situations and explain that experience is often reflected in salary and paying 15yrs experience the same as 5 isn't always assumed or might be negligent to the more experienced candidate.