Account Executive, Expansion

📋 Description

• • Blue J is seeking a dynamic and results-oriented Account Executive, Expansion to join our rapidly growing team in Toronto, Canada. As a leading generative AI solution provider for tax professionals, Blue J is at the forefront of innovation, empowering accountants and tax experts with fast, accurate, and defensible answers to complex tax challenges. Our B2B SaaS platform has consistently surpassed revenue targets, fueled by our ambitious product roadmap and a deep commitment to customer value. Following a significant $122M USD Series D funding round, we are poised for accelerated growth and are expanding our customer success and sales functions to support our burgeoning portfolio of over 4,000 existing clients.
• • This is a unique opportunity to be the inaugural SMB Expansion Account Executive, playing a pivotal role in scaling our expansion sales motion. You will own the entire expansion sales cycle for a defined portfolio of existing SMB customers, focusing on driving revenue growth through seat-based upsells and account penetration. Reporting directly to the Director of Expansion, this individual contributor role is crucial for maximizing customer lifetime value and ensuring long-term customer success. You will operate within a high-velocity environment, managing a substantial book of business and identifying, developing, and closing expansion opportunities at scale.
• • Your primary responsibility will be to drive expansion revenue by increasing seat utilization within your assigned customer portfolio. This involves proactively identifying opportunities by meticulously analyzing customer usage data, current seat penetration levels, and other key account signals. You will be instrumental in generating and managing a high-volume expansion pipeline, ensuring robust coverage and maintaining exceptional forecast accuracy. Success in this role hinges on your ability to run efficient, time-bound expansion cycles, from initial discovery through to successful close.
• • You will engage directly with customer stakeholders, articulating the value proposition of expanding their use of Blue J's solutions and demonstrating how these expansions directly contribute to their realized business value. A key aspect of this role is close collaboration with our Customer Success team. While you will partner with them to gain comprehensive account context and align on optimal timing for outreach, you will retain full ownership of the deal strategy and execution. Maintaining impeccable CRM hygiene, providing accurate forecasts, and demonstrating disciplined pipeline management are fundamental to your success and the overall health of the expansion program.
• • Furthermore, as this is a foundational role for our SMB expansion strategy, your insights and learnings will be invaluable. You will actively contribute feedback to help refine and optimize Blue J's SMB expansion motion as it continues to scale. This is an exciting chance to shape a critical sales function within a fast-growing, well-funded company that is revolutionizing the tax industry with cutting-edge AI technology. You will be empowered to make a significant impact, contributing directly to our continued success and the enhanced value we deliver to our diverse customer base. The role requires a proactive, data-informed approach, a competitive spirit, and a strong motivation to achieve and exceed targets in a fast-paced environment. You will be part of a mission-driven culture that prioritizes customer success, innovation, and collaboration, all while fostering a supportive and engaging team dynamic. This hybrid position requires candidates to be on-site in Toronto at least 3 days per week, with 4 days required during the initial onboarding month, ensuring a strong foundation and collaborative start to your journey with Blue J.