As we already discussed, people like me (not only CFOs and Controllers, but anyone of the same makeup) work hard because they cannot operate any other way. We do it out of self-respect. If we undertake a job with its multitude of functions we try our best to adhere to our own high standards of work ethics.
Does this mean that we are idealists of the Don Quixote persuasion? Will we sacrifice merit-based rewards for the sake of doing the job that makes us proud? Will we let our bosses to take advantage of our self-drive and pay us peanuts?
No, no and no. If that what you gathered from Why Do I Work So Hard?, you grossly misunderstood me. Don't forget that we first accept a job, but once we do, we start working hard. And the compensation should be adequate.
The thing is, though, we know this about ourselves. We know that we will do our best for the employer and we know that, unless something we cannot control ourselves happens, the company will benefit from our efforts tremendously. So, don't forget that: reflect it in your resumes, your cover letters, your conversations with hiring managers.
And if you made a conscious choice of working in a privately owned business, you actually have an opportunity to present yourself to the people who care about the company's well-being the most - the owners. Let them know that you adhere to high level of work ethics. It will make a difference and it can be used as a negotiating point.
{Side note: my experience shows that stressing these points with recruiters or HR managers will be wasteful and frequently detrimental to your ability to move to the next level of interviewing process. These people are employees, you don't know their attitudes towards the job and they may feel threatened.}
A quick word of warning: never say, "I am the best thing that will ever happen to your company." First of all, you cannot guarantee that because there are a lot of circumstances that can negate your diligent efforts. Secondly, I was told by many a psychologists that these types of statements are classified as "over-compensating" and usually signal lack of confidence. Instead, present your case based on your prior achievements and relate them to your dedication.
Of course, the salary negotiations are tricky and influenced by many circumstances: the job market conditions, whether you are currently employed, whether this job is a real stepping stone in your career, etc. Nevertheless, that would be true for all applicants, but if you are indeed a naturally hard-working person like me, you have an edge.
Hopefully, by the time a raise and/or a bonus discussion comes up, your reputation will be solidified and you will be rewarded for your efforts. If you still need to negotiate, you will have a chance to talk about your present, not past, achievements.
And here I would like to refer you to the following The Ladders article, which directly addresses the issue of Salary Negotiation.