About Blue J 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.

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. Backed by a $122M USD Series D funding round, we're scaling rapidly across North America and the UK while continuing to push the boundaries of what's possible with AI. 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.

A Note on Location We are excited to meet with qualified candidates and are grateful for everyone's interest. Please note that this is a hybrid position requiring candidates to be in office in Toronto at least 3 days per week.

The Opportunity This role is focused exclusively on driving expansion revenue through seat growth within a large, high-velocity portfolio of existing customers.

As an Expansion AM, SMB, you will own a high-volume book of business and be responsible for identifying, developing, and closing expansion opportunities at scale. 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.

What You’ll Be Doing

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

Run efficient, time-bound expansion cycles, from discovery through close

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

What You Offer Blue J

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 opportunity volume

Proven ability to close smaller deals efficiently with strong velocity and conversion





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

Highly self-directed, competitive, and motivated by targets, pace, and measurable outcomes

Comfortable leveraging AI tools and emerging technologies to drive efficiency, improve workflows, and stay ahead of industry trends

What We Offer You

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.

A competitive compensation package that includes base salary, commission, stock options, and comprehensive benefits.

A collaborative and supportive team that values curiosity, respect, innovation, and learning, while making space for connection and fun.

The opportunity to grow with a fast-growing, well-funded company, supported by a strong product and a highly engaged customer community.

The Core Values that Define Our Culture

We are customer-focused

We put team over self

We are pleasant and playful

We are open to better ideas

We move fast and fix things

What To Expect In The Interview Process We anticipate a high volume of applicants for this role and are excited to grow our team. A human will review each application and get back to you as soon as possible. We appreciate your

📌 Account Manager, SMB (Toronto)
🏢 Blue J
📍 Toronto