Blue J is the leading generative AI solution for tax professionals and one of Canada's fastest-growing AI companies. Headquartered in Toronto, we're a high-growth B2B SaaS company building industry-leading tax research software that helps accountants find accurate answers to complex tax questions with greater speed and confidence. By combining advanced technology with deep tax expertise, we empower tax professionals to work more efficiently, make better decisions, and deliver greater value to their clients.

Please note that this is a hybrid position requiring candidates to be in office in Toronto at least 3 days per week. This role is focused exclusively on driving expansion revenue through seat growth within a large, high-velocity portfolio of existing customers. Success in this role requires strong pipeline discipline, comfort with volume, and the ability to run efficient, repeatable expansion cycles.

You will partner closely with Customer Success and Sales, but own the commercial outcome end-to-end, from opportunity creation through close. Own a large portfolio of SMB customers and drive expansion revenue through seat-based upsell. Proactively identify expansion opportunities by analyzing usage data, seat penetration, and account signals Generate and manage a high-volume expansion pipeline, maintaining strong coverage and forecast accuracy Engage customer stakeholders to position expansion as a clear business decision tied to value realization Partner with Customer Success to align on account context and timing, while retaining ownership of deal strategy and execution Maintain clean CRM hygiene, accurate forecasts,



and disciplined pipeline management Contribute feedback and learnings to help refine Blue J’s SMB expansion motion as it scales 3+ years of experience in a quota-carrying SMB or Commercial SaaS sales role ~ Demonstrated success driving expansion or upsell revenue within an existing customer base ~ Experience managing large books of business (hundreds of accounts) and high chance volume ~ Strong pipeline management and forecasting discipline in high-throughput environments ~ Comfort operating in a data-informed way, using usage signals and account insights to prioritize effort ~ A high-impact role centered on growing and strengthening relationships with Blue J’s existing customers and supporting their long-term success.

The opportunity to contribute to and help evolve Blue J’s expansion sales approach as the business continues to scale. A mission-driven culture focused on bringing clarity, efficiency, and accessibility to tax research for a diverse set of users and organizations. The opportunity to grow with a fast-growing, well-funded company, supported by a strong product and a highly engaged customer community.

We are customer-focused A human will review each application and get back to you as soon as possible. Step 1: Chat with Elli, our Talent Acquisition Manager We believe our strength is built on diversity of thought, and encourage candidates from all backgrounds and experiences to apply. We do not discriminate based on race, religion, colour, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

Our team is dedicated to providing the necessary support and making reasonable adjustments to ensure a smooth process for everyone. To ensure transparency, we want candidates to know that Blue J uses AI-enabled tools within our applicant tracking system to help organize applications and highlight profiles that match the key requirements for each role. We use these tools to support efficiency and consistency, not to replace human judgment and we’re committed to a fair, thoughtful, and equitable experience for every candidate.

This is a Level 3 in Blue J’s career level framework.

📌 Account Executive Sales and Account Management · · Fully Remote (Toronto)
🏢 Socket.dev
📍 Toronto