Founding Sales Development Representative

Job description

Founding SDR role with a 6-12 month ramp to Account Executive. You’ll work directly with Cofounder and Co-CEO, [Jack](https://www.linkedin.com/in/jackweinberger/), and learn the playbook alongside our founding AE and our first SDR. ## 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 - we doubled revenue in the back half of 2025, roughly doubled it again in 2026, and now work with hundreds of law firms - We’re scaling up - the team has nearly doubled this year and we’re still hiring fast ## Metrics we’re proud of - 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 - Above-market OTE and Equity - Uncapped commission with real upside - our first SDR is tracking to $145k 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***](http://joinajax.com/)