• Own and drive the full sales cycle, from prospecting and discovery through to negotiation and close for enterprise accounts within your assigned territory. • Develop and execute a strategic territory plan that identifies target accounts, maps key stakeholders, and builds a sustainable, high-quality pipeline. • Apply MEDDPICC rigorously across all active opportunities to ensure accurate qualification, forecasting, and deal execution. • Engage and build trusted relationships with senior decision-makers including CISOs, CIOs, CTOs, and VP-level security and IT leadership. • Articulate and position the company's cybersecurity solutions against a complex threat landscape, aligning value to the specific business and security priorities of each account. • Collaborate cross-functionally with Sales Engineering, Channel, Customer Success, and Product teams to deliver a world-class buying experience. • Maintain accurate and up-to-date pipeline data, account intelligence, and activity records within the CRM. • Consistently meet or exceed quarterly and annual revenue targets. • Represent the company at industry events, conferences, and executive briefings. • Provide market and competitive intelligence to internal stakeholders to inform product strategy and go-to-market positioning.

• Provide cybersecurity support for shipboard computer networks and related systems • Assist shipboard personnel with local cyber hardening efforts and security control implementation • Support vulnerability identification, tracking, and remediation activities • Utilize Navy and DoD cybersecurity tools and platforms, including: Vulnerability Remediation Asset Manager (VRAM), Assured Compliance Assessment Solution (ACAS), Endpoint Security Solution (ESS) • Apply and validate DISA STIG requirements across shipboard systems and applications • Support activities related to the Navy Authority to Operate (ATO) process • Conduct or support shipboard cyber evaluations and inspections • Review scan results, identify findings, and coordinate remediation actions • Prepare cybersecurity documentation, reports, and compliance artifacts • Coordinate with system owners, ISSMs, and command leadership on remediation status and risk posture • Ensure compliance with Navy and SECNAV cybersecurity and information assurance policies

• Develop playbooks and address security-related tasks in our AWS serverless environments. • Drive improvements in our broader security posture, including application security, endpoint security, access management / just-in-time access, email and web gateways, browser security, and data loss prevention. • Collaborate with product engineering teams to raise the bar for security, supporting CI/CD pipelines, dependency management, and secure application design reviews. • Help secure and improve our AWS organization using infrastructure as code (CDK), enforcing security controls, and ensuring strong tenant isolation. • Continuously assess vulnerabilities and perform regular risk assessments.

Y Combinator is run by a small team that is committed to helping founders start the next Airbnb, Stripe, Reddit, or Doordash.  We work out of the same campus in San Francisco that we run the batch in.  We also operate according to the same principles we teach our startups - so if you've read Paul Graham's essays or watched our videos on YouTube, you can already predict what it would be like to work here.  Working at YC places you in the center of the startup world. About the role To manage the YC program at scale, we write lots of software. The Bookface team specifically focuses on building YC’s most critical tools to help founders through the batch – and well afterwards. Some projects we’re working on: Bookface. Software that helps operate and manage the day-to-day batch, including event programming, office hours, pitch prep, and more. Every company that goes through the batch relies on this software to get the most out of their YC experience. Forums & Alumni Directory. Helps founders get the best advice and feedback on how to build their startup – from technical advice, customer acquisition, fundraising, and more. Demo Day investor portal. Matching founders and investors for early seed fundraising, with billions of dollars resulting from the connections we’ve made through our platform. Launch YC. A public platform for YC founders to get early customers and product feedback from both other YC alumni and the broader public. About the team Our whole software team is only 15 full-stack product engineers, and we enjoy working in a small team with high impact and knowing each other by name. We have a broad range of experiences from bigger companies like Meta and Google, and many of us have started startups ourselves. True to YC advice, our product engineers talk to our customers regularly and ship fast. We also define our own roadmap and often design our own products when needed. Our stack is pretty straightforward (Rails, React, Postgres), and the last three engineers have learned it on the job. That said, we’ve found that enjoying front-end software development is key to being successful here, so it’s almost a requirement for the role. Our needs as an organization require a large degree of flexibility, and people change teams quite often. Compensation: $250K to $500K base salary, depending on experience. YC has a profit-sharing program, which is comparable to equity in an early-stage startup or carry in a VC fund. Benefits: Our full benefits package includes medical, vision, and dental plans, infertility benefit, STD/LTD, life insurance, commuter benefits, flexible spending account, health savings account, 401(k) + 4% matching, generous parental leave, paid holidays, and flexible paid time off policy. Work Authorization: Y Combinator is willing to sponsor certain employment visas in accordance with company policy. Legal note: Y Combinator considers qualified applicants with criminal histories, consistent with applicable federal, state, and local law, including San Francisco’s Fair Chance Ordinance. Y Combinator is committed to protecting the privacy of the personal information of job applicants and complying with the California Consumer Privacy Act. The privacy policy of Ashby, Inc., the hiring platform used by Y Combinator, governs the collection of such data and can be found here .