Founding Account Executive

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 anym ... (truncated, view full listing at source)