Founding Sales Development Representative

Other

• 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.
• 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