If it's an early-stage startup, "base salary (+ bonus if applicable) + paper money". If it's a late-stage startup where you're getting RSUs and the company is likely to go public soon, people usually give a TC number that assumes equity pricing at FMV with the understanding that much of it is illiquid (I'd personally put a 30-40% discount on that kind of equity offered by late-stage startups to compensate for the illiquidity, uncertainty, and risk, but different people will have different numbers, and obviously the specific details of each situation are also important).

go ahead and count them if you work at robinhood or stripe

you could also just lie if it's that important to you