Founding Account Manager

AJA; New York (NY); On-site; USD 140,000 - 180,000; Full time

Benefits offered by this job

Medical

Dental

Vision

Unlimited PTO

Wellhub

Subway/bike fare

Team dinner on Weds

Free lunch Fridays

Flexible hours

4 WFH weeks / year

Job summary

Ajax is expanding its Activation team in NYC to nurture existing law-firm customers and proactively monitor happiness across 200+ firms. You will own retention, expansions, and upsells, building tooling to ensure ongoing adoption and satisfaction. This is a founding-level role with high impact on revenue growth.

You’ll report to Jack, the co-Founder (GTM) and co-CEO, and have the chance to shape the activation function as the business scales. Travel to meet customers is supported when needed.

Qualifications

• You’ll be the dedicated owner of existing customer relationships and renewals, driving adoption and expansion.
• You’ll build tooling to monitor happiness and alert the team to issues before they arise.
• You’ll negotiate renewals and upsells as part of growing the business.

Responsibilities

• Run regular check-ins with firms (QBRs for large accounts, lighter touch for others).
• Grow the accounts through seat expansions and renewals.
• Roll out new products and drive adoption lifecycle across thousands of users.
• Build monitoring tools to detect problems and opportunities early.
• Help define what we should build by surfacing common requests.

Skills

Customer success

Account growth

Proactive outreach

Tooling & automation

Negotiation

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.

There's a lot of expansion potential within our existing firms.

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: $140-180k OTE (80% base, 20% performance bonus)

• 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