Founding Sales Development Representative
Job Description
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.
Location
Mon-Fri in NYC HQ (we learn best shoulder-to-shoulder)
About Ajax
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
Metrics we’re proud of
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)
Why this role is critical
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.
What you’ll do
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
What we’re looking for
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!
What you’ll get
$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