Customer Activation

Job description

Get in early at a hypergrowth AI startup and own the customer journey end-to-end! You’ll get more responsibility than you can handle, guaranteed :-) # **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,** we’ll 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're well past product-market fit, with customers saying things like “this app saved my life” and “I’m divorcing my husband for Ajax.” We took a year to grow to $1M of ARR and just 3 months to add another million...we're well over $3 million today and still accelerating. **Team:** We're a team of 10 right now. You'll be the fourth person in the activation role, joining [**Sophia Fein**](https://www.linkedin.com/in/sophia-fein-54a352198/)and [**Tyler Argov**](http://linkedin.com/in/tyler-argov-5387541b7). # Take it from our customers     # **Who you'll be working with:** - [**Jack Weinberger**](https://www.linkedin.com/in/jackweinberger/) Founder, GTM **(**Yale, PE, Chief of Staff at [Humming Homes](https://humminghomes.com/about)) - [**Alex Weinberger**](https://www.linkedin.com/in/alex-weinberger) Founder, Eng. & Product **(**Amazon, Founding Eng. at [dub](https://www.dubapp.com/)) - [**Roger Jin**](https://www.linkedin.com/in/roger-jin-96a12a76/) - Founding Senior ML Engineer (Harvard, Carnegie Mellon, [nference](https://nference.com/)) - [**Sophia Fein**](https://www.linkedin.com/in/sophia-fein-54a352198/) **-** Founding Customer Activation ([Mintz Levin](https://www.mintz.com), [KPMG](https://kpmg.com/us/en.html)) - [**Tyler Argov**](http://linkedin.com/in/tyler-argov-5387541b7) - Founding Customer Activation (Investment Banking Analyst at [Raine](https://raine.com)) - [**Brandon Schneider**](https://www.linkedin.com/in/bdschneider/) - Founding Customer Activation (Litigation at [Mintz Levin](https://www.mintz.com), startup) - [**Siyou Pei, Ph.D**](https://www.linkedin.com/in/sypei/) - Founding Product Engineer (UCLA Ph.D) - [**Andrew Sheeler**](https://www.linkedin.com/in/andrewsheeler/) - Full Stack Engineer (Harvard, AngelList) - [**Nat Fernelius**](https://www.linkedin.com/in/nat-fernelius-520666270/) - Full Stack Engineer (ML at EY) - [**Andrew Emil**](https://www.linkedin.com/in/andrew-emil-1636b9ab)- Full Stack Engineer (Google, Co-founder at [Xent Labs](http://linkedin.com/company/xent-labs/)) - [**David Esterlit**](https://www.linkedin.com/in/david-esterlit/)- Account Executive (Princeton, founded and sold his own furniture wholesaling company) - [**Tajus Gopal**](https://www.linkedin.com/in/tajus-g-473951272/) - SDR (Rippling) # **Why This Role Is Critical** **You’ll win pilots - the most important point in the customer journey:** Each new firm runs a pilot before subscribing. They only buy if users understand the app, feel supported, and see their preferences reflected in it. You’ll own the user experience and pilot outcomes. **You’ll drive referrals:** 50% of our new sales come from referrals. Your work to make customers love Ajax will fuel this. **You’ll help Ajax scale:** Our pilots reliably get users to an “aha” moment (we’ve won 97% of our pilots), but it’s high-touch. We run kickoffs, coach users, customize settings, spot issues, build fixes, document ROI, and more. By writing playbooks, automations, and reports that help us onboard more firms, you have the opportunity to directly double or triple our growth rate. **You’ll get room to run** You’ll have broad latitude to remake our processes, and your own role, as we grow. We don’t want rule-followers - we want to hire incredible people and give them lots of room to build. **If you succeed,** ***you*** **will be the reason Ajax grows 10x. Are you up for it?** # **What You’ll Do** - **Run onboardings:** Run onboarding calls and 1-1 setup calls, coach users on how to use Ajax successfully, and customize Ajax for them. - **Own pilot success:** Learn what the firm cares about, spot issues early, implement changes in real-time, document ROI, run closing calls. - **Investigate issues:** dive in, fix problems, gather data, and feed insights to engineering so we keep improving. - **Set us up for scale:** automate repeated steps, create reusable materials and playbooks, trim anything that doesn’t move the needle. # **You might thrive here if…** - You have 1-4 years of experience in banking, consulting, high-growth startups, or a similar environment - Talking to users and solving their problems energizes you. - You’d rather ship v1 and learn than wait for perfect directions. - Your curiosity drives you to learn new skills and dive deep into problems. - You’re comfortable diving into Excel, and know (or are excited to ramp quickly on) SQL - You communicate with clarity and kindness, whether to a paralegal or a partner, and you can be persuasive without leaving stakeholders with a sour taste. - You enjoy turning ad-hoc processes into repeatable systems. **Imposter-syndrome disclaimer:** research shows some candidates avoid applying unless they check every box. If this role excites you, please reach out even if your experience looks a little different. # **What You’ll Get** - $130-170k base + 0.25-0.45% equity. Both are subject to increase if you do a great job. - **Benefits:** Medical, dental, vision, unlimited PTO, Wellhub, subway/bike fare for commutes, team dinner on Weds and free lunch Fridays, flexible hours, 4 WFH weeks / year - Daily collaboration with founders and a steep growth curve. # [Our Values](https://docs.google.com/document/d/1sXuQSFauwFMxak1KwJjViCU0pYfJg1RNiX8nJlKgyiA/edit?tab=t.0) (and how to tell if you’ll love it here) ## **Earn “I’ll tell everybody I know about it” love from our customers** - Everything we do is oriented towards earning customers’ love, trust, and referrals. - You’ll spend lots of time walking users through features, investigating their usage and proactively proposing improvements, and even doing things that don’t scale like sending donuts to power users. **Does this degree of customer obsession exhaust or energize you?** ## **Ship early and often** *This scenario happens at least once a week:* - A customer reports a bug. You drop everything to investigate and manage to fix it in 4 minutes. - You email the customer immediately to report that you’ve solved their problem. They thank you effusively for the quick response and say they’re recommending Ajax to a friend at another firm. **Are you comfortable in an environment where velocity is this important?** ## **Own the outcome** - We only bring somebody on if we can imagine looking back in 5 years and saying ‘they were the single most important driver of our success.’” - You will deal with high-stakes situations and be responsible for the outcomes. If you do an incredible job, *you’ll* be the reason Ajax grows 10x - and your scope will grow along with it. **Do you want such a steep growth curve?** If helping customers succeed and building new processes sounds fun, we’d love to hear from you! ***Jack & Alex, Co-Founders of*** [***Ajax***](http://joinajax.com/)