Just tell them what you want. You don't owe them anything. Don't be needy, perhaps you want this job, but you don't need this job. "I really like this opportun

Just tell them what you want. You don't owe them anything. Don't be needy, perhaps you want this job, but you don't need this job. "I really like this opportunity, the team and opportunity are great. I know I can have a lot of impact. For it to make sense for me financially, I need 5% equity in your company, which is the market rate for an early stage CTO." And then walk away if they say no. "Sorry, that's just not going to work for me."