Founding Growth

Job description

Ajax uses AI to automate timekeeping for law firms. Customers love us - 14 of them have angel-invested their own money, we win 97% of our pilots, and we have won every competitive pilot we've ever run. Almost none of our growth came from marketing - there isn't a marketing team. Jack (hi) and Sophia on the Activation team both spend (too little) time managing our channels. Demos from our website have tripled since January without anyone working on it full-time. Referrals make up 40% of our new deals, without our running a referral program. One conference produced seven figures of pipeline this spring, and we planned it off a spreadsheet in a week. You'd be employee #1 in marketing at a company whose customers already do half the marketing for us. Your job is to build the machine that compounds it. # **Location** Mon-Fri in NYC HQ (we work best shoulder-to-shoulder), plus occasional travel - lawyers go to conferences, we do too. # **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. It took a year to reach $1M in ARR. The next million took 3 months. We're closing in on $4 million now and still accelerating, with hundreds of law firms on board and many more to come. # **Why this role is critical** **Our best channels don't currently have an owner.** Our best-converting, fastest-payback deals come from referrals, conferences, affiliate partners, and word of mouth - all of which we currently manage ad-hoc or not at all. **We could be doing a** ***lot*** **more.** In addition to the channels mentioned, we currently have agencies running paid, SEO/AEO, and LinkedIn organic. Your work will be to manage these channels and more (paid GPT? influencer marketing?), analyze what's working, and allocate spend and energy accordingly. Put another way - *you'll get more scope than you can handle, guaranteed.* # **Meet the current marketing team** Our customers, doing our marketing for us:  *"For the first time in 30 years, when I shut down at the end of the day on Friday, I knew I had all my time in."* **Jennifer Arledge**, Hone Law  *"We've been missing that 85% on-time billing goal since October of last year. The first week with Ajax, we hit 95%."* **Leslie Godfrey**, Hone Law  *"This is the most direct-to-revenue app I've seen. It's not just a tool; it's a revenue-capturing system."* **Jacob Birkholz**, Birkholz Law  *"I used the extra proceeds from the time Ajax was capturing me to open my pro bono practice."* **Heather O'Connor**, O'Connor Family Law  *"This isn't just another piece of software. It's a competitive advantage. I almost don't want to tell other firms about it"* **Chris Kirker**, Kirker Davis We have thousands more testimonials like this, plus dozens of videos, case studies, competitive pilot scorecards, and more. Your job is to make sure the right people see them. # **What you'll do** - **Manage the paid program.** Give our agency and designer direction, make sure we're targeting the right people with the right messaging, hold them accountable to ROI targets. - **Run our conference machine.** Pick the events with high ROI, build the target lists, run booth ops and follow-up, and measure every dollar. - **Build the referral engine.** Hundreds of law firms love us and about half our revenue already starts with word of mouth. Turn that from something that just happens to us into something we control: rewards programs, systematic asks, partner enablement. - **Run an AI-first content factory.** We use Claude Code and Codex aggressively - it's easy, but undifferentiated to churn out pretty-good drafts. To make the final copy something a skeptical managing partner will take time out of his day to read, you'll bring taste, pick the topics, and enforce our voice. Lawyers are wonderful customers to create content for - they're literate and highly discerning. They're also trained to notice small errors and are *very* averse to poor writing. The bar is high, and so are the potential rewards. - **Get us into the rooms lawyers are already in.** Book our founders and customers onto podcasts, newsletters, and CLE panels, and make each placement measurable. - **Run our founder's LinkedIn like a channel.** Write posts, curate testimonial clips, and get it seen by a growing network of exactly the right lawyers. If you decide the ROI is there, manage a LinkedIn ghostwriter instead. - **Test new channels.** Prospects already tell us they found Ajax by asking ChatGPT and seeing our posts on LinkedIn. Own our AEO, run small-dollar tests of paid ChatGPT ads, evaluate whether paid LinkedIn content is worth leaning into, and more. - **Own the scorecard.** Monthly channel review with real kill/scale decisions. You'll inherit clean attribution and a working framework - your job is to run it and act on it. # **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) # Who you are You're probably a generalist - you've done some demand-gen with concrete targets, worked the events circuit, and know how to edit copy. If you can do some but are excited to own it all, that can work too. **You've owned a pipeline number at an early-stage B2B company.** Marketing fed a sales team, and you can tell me the meetings and dollars you moved - and how you measured them. **You write and edit at a professional-audience bar.** Our buyers argue for a living. You can catch overreaching claims, tell when copy is AI-generated, and make lawyers feel like they're reading something written by a peer. **You're credible in a room full of lawyers.** Conferences are much of the job. You can hold a conversation with a managing partner at a booth, at a dinner, on a panel-prep call. **You're AI-native.** You use agents the way everybody else at Ajax does - to help 1 person do the work of 4, without letting the quality slip. **You want to build, not decorate.** You may have gathered from the rest of this post - we have a lot of low-hanging fruit. We don't need brand refreshes or awareness spend just yet; focus on pipeline, revenue, and ROI. **You're not afraid to get your hands dirty.** Some days this job looks like making the case to reallocate $100k of spend to a higher-ROI channel - sometimes it's booking hotel blocks in Nashville for an upcoming conference. The scoreboard doesn't care, and neither do you. # **Who you aren't** If you're looking to sit at a high altitude and just manage a team, or if you want to specialize deeply in just one area, this one probably isn't for you. # **Comp** - **Cash**: $150-$220K - **Equity**: 0.25-0.60% - 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 12 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.  *(Most of) the current team.* At least once a week, a customer tells us we've changed their life and refers a friend. The story's already true - you'd just be making sure more people hear it. # **Hiring process** - 30 minute screen with Jack - Working session - 30m screen with Alex (my brother and co-founder) - 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*