Founding Account Executive

Ajax uses AI to automate timekeeping for law firms. Revenue has doubled three times in the last year, we win 97% of our pilots in a competitive market, and we've never lost a customer. We need another AE to keep up with demand. You'll sell a product that sells itself and work directly with the Go-To-Market Co-Founder, Jack https://www.linkedin.com/in/jackweinberger/ --- ABOUT AJAX Lawyers track their time in 6-minute increments.

Lost billables cost them $100B a year. Ajax uses AI to automate timekeeping - we capture everything a lawyer works on and turn it into polished, ready-to-bill time entries. The result: firms find revenue they didn't know they were missing, and lawyers get the worst part of their day off their plate. We've hit the kind of product-market fit most startups talk about but rarely have. Revenue doubled between March and June 2025, then again by September.

And then again by January 2026. We've never lost a logo. 96% of our pilots convert to paying firms. 14 of our customers invested their own money in the company. And we're just getting started - the team is 7 today and will double by summer. --- THE ROLE You'll be our second Account Executive, joining Branko (our first AE, promoted from founding SDR). The demand is there and the product works - we need another person who can run demos, build relationships with managing partners, and close.

The core of your week: You run the sale from first demo through signed contract, then hand off to our Activation team for pilot execution and onboarding. Most of your deals will follow a 3-4 week cycle: a 30-minute demo where you walk a champion through Ajax, sometimes a follow-up call with decision-makers, then a proposal, negotiation, and close. The Activation team takes it from there - they run the pilot, train users, and build the ROI case.

Your job is to fill the top of that funnel and convert it. That means running a tight demo, earning the trust of lawyers who are naturally skeptical of new technology, and staying organized across a portfolio of deals at different stages. Some weeks you'll also: - Work a conference booth, set meetings on the floor, and run follow-up the same night - Fly out to present to a 100-person firm and win over three partners and a COO - Sit with Jack after a tough call and figure out what you'd do differently next time - Field a warm referral from a happy customer who just told their managing partner friend about Ajax This isn't a transactional sale.

You're selling to senior professionals - managing partners, firm administrators, COOs - who run real businesses and ask hard questions. The firms that close are the ones where we take time to understand their specific pain: which practice areas are under-billing, what their billing cycle looks like, how decisions get made. That consultative approach matters here more than any closing technique. --- WHY THE PRODUCT MAKES THIS JOB DIFFERENT Customers say things like "you can take it from my cold, dead hands" and "I'm divorcing my husband for Ajax." 14 of them angel-invested their own money.

That kind of product love makes your job as a seller fundamentally different - you're not convincing people to buy something they don't want. You're showing them something they didn't know existed and watching them realize they can't go back. The proof points you'll have in your pocket: - 30+ named case studies - firms recovering thousands per attorney per month in billable time they were leaving on the table - A 10-0 record in head-to-head pilots against our closest competitors - 20+ firms have switched from a competitor to Ajax; zero have gone the other way - A customer who used to be featured on a competitor's testimonials page, who switched to us after seeing how much better Ajax is When you demo Ajax, the reaction is visceral.

Managing partners see entries they know they would have missed. Associates who hate timekeeping see a path to not doing it anymore. Word-of-mouth will do some of the job for you (see pic) - your job is to convert it into pilots. [https://app.ashbyhq.com/api/images/user-content/8954a814-6357-4a8b-b368-455b52d3852c/950f3e2d-1d6d-4596-8f9d-29494da5d39b/image.png] --- WHAT WE'RE LOOKING FOR You've closed deals before - probably 1-4 years of full-cycle or closing experience at a B2B startup.

You're looking for a founding role where you can grow into enterprise sales, shape the playbook, and have a disproportionate impact on the trajectory of the company. Beyond that: You can hold a room with a managing partner. These are smart, skeptical people who run businesses. They'll push you on security, ask pointed questions about how the AI works, and test whether you actually understand their world. You need to be credible and composed - not salesy.

You can learn a technical product deeply enough to demystify it. Ajax is a complex AI product that captures screen content, predicts billing matters, and generates narrative time entries. It changes and improves constantly. You don't need to be an engineer, but you need to be curious enough to understand what's happening under the hood and translate it into language that makes a 50-year-old managing partner feel comfortable.

You're consultative, not transactional. The best deals happen when you understand a firm's specific pain and show them exactly how Ajax fits. Cookie-cutter demos don't close here. You want to build, not just execute. This is a founding role. You'll shape the sales process, influence how we talk about the product, and have a real voice in where the company goes. If you want a finished playbook handed to you, this isn't the right job. --- COMP - OTE: $170-210K (50% variable) - Equity: Meaningful grant - this is a founding sales hire at a company with strong product-market fit and accelerating revenue - Benefits: Health, dental, vision, unlimited PTO - Ramp: 3-month ramp plan so you can earn while you learn the product and the market --- WHAT MAKES AJAX DIFFERENT AS A PLACE TO WORK We're 7 people.

GTM and engineering sit next to each other and eat lunch together. When a customer reports a bug, sometimes it's fixed before the Slack thread is 5 messages long. When a deal needs something from product, you walk over and ask. Our founders are brothers - Jack runs GTM, Alex runs engineering. Their parents are lawyers. The company started when Alex watched his then-girlfriend manually log billable hours and thought "this is insane." There's a reason customers invest in the company and refer their friends unprompted.

The product genuinely changes how people experience their work. That energy is real, and it makes coming in every day feel different than anywhere else you've sold. --- HIRING PROCESS - 25 minute screen with Jack - 1hr mock demo and debrief - Onsite - 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