Founding Sales Development Representative

Founding SDR role with a 6-9 month ramp to Account Executive. You’ll be GTM hire 4 and will work directly with Cofounder and Co-CEO, Jack.

Mon-Fri in NYC HQ (we learn best shoulder-to-shoulder)

Lawyers track their time in 6 minute increments. Lost billables and time cost them $100B/year.

Today, Ajax uses AI to automate timekeeping, find lost billables, and make lawyers’ days suck less.

Long-run, Ajax will use data Ajax already processes - emails, docs, zooms, calls, browsing, and more - to file emails, automate reporting, manage firm profitability, preempt angry clients, and more.

Stage:

• We’ve hit product-market fit - every day, we hear things from customers like “this app saved my life”, “I’m in love with Ajax, and not the cleaning product”, and “I’m divorcing my husband for Ajax.”

• We’re growing like crazy - revenue doubled between July and October, then doubled again between October and January

• We’re scaling up - the team is 9 and we plan to double that by July

• 0% Customer Churn: Ajax has never lost a firm (<10% annual is considered good)

• 96% Pilot Conversion Rate: when we start pilots, we win them (>70% is considered good)

• 140% Net Dollar Retention: after firms convert with Ajax, they share it with more and more employees (>120% is considered good)

Once lawyers see Ajax in a demo, they’re sold. Our blocker right now is driving people into those demos.

Your job is to turn high-intent leads into booked meetings with the right law firms. By booking demos, you’ll be directly fixing the biggest bottleneck in our sales funnel.

The target is 12 qualified held meetings per month on our founding Account Executive’s calendar. You'll mostly be working warm and high-intent leads; you won't spend a lot of time doing blast outbound to cold lists.

• Follow-up and reactivate warm leads via calls, email, LinkedIn, sending cookies to their office, and whatever else you need to do

• Charm your way past gatekeepers and get on the phone with decision-makers

• Attend conferences, work the booth and set meetings, and run follow-up immediately after the event

• Keep our CRM (HubSpot) clean with call notes, outcomes, and next steps

• 4+ months of SDR experience (startup preferred)

• You can stand your ground and sound credible, even when a lawyer is pushing you on product features and security specs

• You are highly organized and can follow a structured process

• You are comfortable picking up the phone to call complete strangers

• You can write crisp emails that people will actually want to read

• You want to earn your slot as an AE!

If this role excites you but your background looks a little different, apply anyway!

• $90-115k OTE

• Quota and variable are ramped for the first 60 days so you can earn while you get up to speed

• Benefits: health, dental, vision, unlimited PTO

• Daily collaboration with founders and a steep growth curve

If helping customers succeed and building new processes sounds fun, I’d love to hear from you!

Jack, Co-Founder of Ajax