Founding Account Manager

Job description

Ajax uses AI to automate timekeeping for law firms. Over 200 firms are paying customers, 14 of them have angel-invested their own money, and our net dollar retention is 140% - firms that start with a handful of seats keep adding more. After the pilots convert, though, there's not currently anybody at Ajax whose whole job is to proactively roll out more deeply to those firms, introduce them to new features, manage their renewals, and make sure they're being taken care of. Our Activation team runs the pilot and the rollout, and keeps tabs on the firms afterwards, but we have a *lot* of pilots (we're growing fast). You'll be the first person whose whole job is to nurture our existing customers, build tooling to proactively monitor their happiness, and keep them coming back to Ajax every day. If you do a great job, you'll be responsible for millions of dollars of retention, expansion, and upsells, and will have a chance to build out the function. You'll report directly to Jack, the co-Founder (GTM) and co-CEO. # **Location** Mon-Fri in NYC HQ (we work best shoulder-to-shoulder). If it sounds fun to you, we'll also happily pay for you to travel and see customers in person. # **About Ajax** Lawyers track their time in 6-minute increments. Lost billables cost them $100B a year. Ajax captures everything a lawyer works on and turns it into polished time entries. Firms find revenue they didn't know they were missing, and the worst part of a lawyer's day gets 90% better. We're the best product in a competitive market. We've won every head-to-head pilot we've ever entered with a competitor, and 97% of firms that pilot Ajax go on to keep it. # **Why this role is critical** **Our customers are our best growth channel, and no one at Ajax owns it.** Almost 50% of our new firms come from referrals and word of mouth. That happens because lawyers love the product, and it happens without us asking. You'll make that an intentional motion. **There's a** ***lot*** **of expansion potential within our existing firms.** Law firms are organized by practice areas, each run by specific partners. Often, one practice area will use and love Ajax, but another won't have heard of us. You'll help us win over the *entire* firm. # **What you'll do** - **Run regular check-ins.** QBRs with bigger firms, lighter-touch for the rest. You'll create the cadence, run the calls, and PM any product improvements that emerge from them. - **Grow the accounts.** You'll drive seat expansion, term extensions, upsell, and renewals. - **Roll out new products.** We ship new features constantly, and need a way to make sure our thousands of user hear about and adopt them. You'll own that adoption lifecycle. - **Build monitoring.** You'll own creating tools that alert us to problems before they happen, notify you of opportunities, and speed the entire team up. - **Decide what we should build.** You'll hear the same request from five firms before anyone else does, which means you're one of the key voices in the room when we decide what belongs on the roadmap. # **Who you are** **You'd rather write the playbook than inherit one.** This is a founding role; you'll be inheriting a lot of happy customers, but will have to build much of the process yourself. **Managing partners will take you seriously.** Our customers are lawyers; they're skeptical and sometimes argumentative. You'll need to communicate with poise, clarity, and kindness. **You can build your own tools.** If you need a dashboard or automation, you're not afraid to create it. You'll have access to Claude Code / Codex, n8n, Zapier, and whatever else you need. **You're comfortable closing.** You'll be running retention, which means you'll be negotiating. **You can keep a lot of plates spinning.** 200+ firms means deciding where to spend your own time and energy, then not dropping any balls. # **Comp** - Cash: $130-180 - OTE (70% base, 30% variable based on expansion and renewals) - Equity: 0.25-0.45% - a founding-hire grant at a company with strong product-market fit and accelerating revenue - 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 # **What working at Ajax is like** We're 14 people and we work in-office. GTM and engineering sit next to each other and eat lunch together. Our founders are brothers - Jack runs GTM, Alex runs engineering. Our parents were lawyers, so we grew up around this problem. We work hard, we win as a team, and at least once a week, a customer tells us we've changed their life and refers a friend. If that sounds fun, we'd love to have you join us!  *(Some of) the current team. We've made 4 hires since the last time we took a group pic - you'll have to guess what they look like!* # **Hiring process** - 30 minute screen with Jack - 1hr case study - 4hr onsite with working sessions and dinner with the team - Offer *If this sounds like the right opportunity at the right time, reach out. If your background looks a little different than what I described, apply anyway - we care more about trajectory and hunger than checking boxes.* *Jack Weinberger, Co-Founder, GTM*