Job Overview
Location
Toronto, Canada
Job Type
Full-time
Category
Account Executive
Date Posted
February 17, 2026
Full Job Description
đź“‹ Description
- • Blue J is at the forefront of generative AI for tax professionals, revolutionizing how accountants and tax experts tackle complex tax questions with speed, accuracy, and defensibility. As a rapidly growing B2B SaaS company, we've consistently surpassed revenue targets, fueled by our innovative flagship product and an ambitious, customer-centric roadmap. Following a significant $122M USD Series D funding round, we are strategically expanding our team to support our burgeoning portfolio of over 4,000 customers. This is a unique opportunity to join Blue J as an Account Executive, Expansion, a pivotal role designed to drive revenue growth within our existing customer base and contribute directly to our accelerated success.
- • In this individual contributor role, reporting to the Director of Expansion, you will own the complete end-to-end expansion sales cycle for a defined portfolio of existing customers. Your primary focus will be on identifying, developing, and closing expansion opportunities, including upsells, cross-sells, and renewals, thereby maximizing Annual Recurring Revenue (ARR) from our loyal client base. You will be instrumental in nurturing and deepening relationships with our current clients, ensuring they continue to derive maximum value from Blue J's cutting-edge solutions.
- • This position offers the chance to be the inaugural Expansion Account Executive within the organization, a testament to its importance in our revenue growth strategy. You will proactively engage with a dedicated portfolio of existing customer accounts, with a clear mandate to identify, cultivate, and close expansion opportunities. Your responsibilities will span the entire expansion lifecycle, from initial discovery and needs assessment through to value realization, negotiation, and final deal closure. You will collaborate directly with clients to forge robust relationships, uncover new use cases for our AI-powered tax solutions, and ensure customers achieve their strategic objectives with Blue J.
- • A key aspect of this role involves building and maintaining trusted, consultative relationships with a diverse range of client stakeholders, from day-to-day users to C-suite decision-makers. By deeply understanding their business environments, challenges, and evolving needs, you will effectively position Blue J as an indispensable, long-term strategic partner. This requires a proactive approach to account planning, where you will analyze usage patterns, customer outcomes, and emerging market trends to identify high-potential expansion paths and tailor solutions accordingly.
- • Collaboration is central to success in this role. You will work closely with cross-functional teams, including Customer Success, Product, Sales, and Marketing, to develop compelling business cases, align internal resources, and champion expansion opportunities to clients. This integrated approach ensures a seamless customer experience and maximizes the potential for successful expansion.
- • You will lead expansion negotiations, skillfully navigating complex procurement cycles, addressing objections, and aligning stakeholders to achieve mutually beneficial agreements that drive significant ARR growth. Your ability to articulate the value proposition of our advanced AI solutions in terms of ROI, efficiency gains, and risk mitigation will be crucial.
- • Beyond individual contributions, you will play a vital role in shaping Blue J's expansion motion. As the team scales, you will contribute to the development of playbooks, refine messaging, and establish best practices, leveraging your experience to build a world-class expansion function. This is an opportunity to make a tangible impact on the company's growth trajectory and establish yourself as a key player in a dynamic and innovative environment.
- • This role is hybrid, requiring a commitment to being on-site in our Toronto office at least 3 days per week, with an increased expectation of 4 days per week during the initial onboarding month. This blend of in-office and remote work fosters collaboration while offering flexibility.
- • We are seeking a proactive, results-oriented individual who thrives in a fast-paced, growth-stage environment. If you are passionate about building relationships, driving revenue, and contributing to the evolution of a category-leading AI product, this is the role for you.
🎯 Requirements
- • 5+ years of quota-carrying SaaS sales experience, with a proven track record of driving expansion revenue (upsell, cross-sell, renewals) within an existing customer base and managing significant ARR targets.
- • Demonstrated ability to build strong, trust-based relationships and sell consultatively to diverse stakeholders, from end-users to executive leadership, in complex, multi-stakeholder environments.
- • Excellent verbal and written communication skills, with the ability to translate technical concepts and product features into compelling business value propositions.
- • Highly organized, self-directed, and adept at managing a full expansion sales cycle independently, motivated by ownership and collaborative success.
- • Comfortable operating in a data-informed manner, utilizing account insights, product usage data, and customer signals to identify opportunities, prioritize efforts, and manage risk.
🏖️ Benefits
- • Competitive compensation package including base salary, commission, and stock options.
- • Comprehensive health and wellness benefits.
- • High-impact role with significant ownership and opportunity for professional growth within a fast-growing, well-funded company.
- • Opportunity to shape and evolve the company's expansion sales strategy and playbooks.
- • Mission-driven culture focused on innovation, collaboration, and delivering exceptional value to customers.
- • Hybrid work environment with occasional opportunities for in-person connection.
Skills & Technologies
Mid-level
Remote
About Blue J, Inc.
Blue J is a legal technology company that provides AI-powered tools for legal professionals. Their platform analyzes vast amounts of legal data, including case law, statutes, and regulations, to offer predictive insights and strategic guidance. Blue J aims to democratize access to sophisticated legal analysis, enabling lawyers and legal teams to make more informed decisions, improve case outcomes, and enhance efficiency. The company operates within the rapidly growing legal tech industry, leveraging artificial intelligence and machine learning to transform traditional legal research and practice.
Similar Opportunities
Qualtrics International Inc.
Buenos Aires, Argentina
Full-time
Expires Apr 25, 2026
REST
Remote
Degree Required
11 days ago
