Job Overview
Location
Toronto, Canada
Job Type
Full-time
Category
Product Management
Date Posted
February 17, 2026
Full Job Description
đź“‹ Description
- • Blue J is seeking a highly motivated and driven Sales Development Representative (SDR) to join our rapidly growing AI company. As a key player on the front lines of our sales organization, you will be instrumental in fueling our next stage of growth by owning and converting inbound sales leads across all segments. This role is perfect for an ambitious individual eager to make an immediate impact, develop a deep understanding of the B2B SaaS market, and build a successful career in sales.
- • Your primary responsibility will be to engage with inbound leads quickly and effectively, ensuring they receive a professional and credible first interaction with Blue J. You will be responsible for conducting structured discovery calls to understand prospect needs, context, and urgency, ultimately guiding them to the right next step in their journey with us. This requires a blend of curiosity, discipline, commercial thinking, and the ability to articulate value with clarity and confidence.
- • You will play a critical role in the entire customer journey, setting the tone for how prospects perceive Blue J. By mastering our inbound qualification frameworks and discovery approach, you will learn to identify key signals, compelling events, and determine when a prospect is ready for a handoff to an Account Executive (AE).
- • The onboarding process is designed to be structured, fast-paced, and challenging, ensuring you develop a sophisticated understanding of our market, product, and customers. Through guided training, shadowing top performers, and hands-on practice, you will gain the skills necessary to succeed. By the end of onboarding, you will have shadowed multiple high-quality discovery calls and demos, mastered our qualification and discovery methods, and completed a mock discovery session to demonstrate your value-based selling capabilities.
- • Your day-to-day responsibilities will include owning inbound leads from the initial touchpoint to a qualified opportunity. This involves making fast, thoughtful responses that reflect professionalism and credibility. You will execute structured, insight-driven discovery to understand a prospect's role, context, pain points, and urgency before handing them off to an AE.
- • A crucial aspect of this role is connecting a prospect's current state to their desired future state, assessing whether Blue J can meaningfully bridge that gap. You will prioritize leads based on intent, fit, and timing, adapting your approach based on the signals you observe.
- • You will execute short, high-intent, omnichannel follow-up strategies, utilizing email, phone, LinkedIn, video, and other channels to build momentum and engagement. In some cases, you may perform light multi-threading to validate decision-makers or gather additional context.
- • Effective communication and collaboration with AEs are paramount. You will provide crisp notes, key insights, and relevant discovery details to ensure a seamless transition and continued positive prospect experience.
- • Maintaining exceptional CRM hygiene is essential. You will be responsible for accurately capturing conversations, decision criteria, buying signals, and prospect motivations to ensure our data is up-to-date and actionable.
- • You will also contribute to improving our sales process by identifying patterns across inbound funnels and sharing these insights with Sales Leadership and Marketing to enhance conversion quality.
- • Meeting and exceeding monthly inbound pipeline targets is a key performance indicator. You will have full ownership of your performance, demonstrating daily discipline in your process and a commitment to achieving results.
- • This role offers a unique opportunity to be an early team member in a rapidly growing, well-funded AI company. You will have a meaningful role in shaping the sales function and contributing to the development of a revolutionary tool. We are looking for individuals who are hungry to break into GTM roles, resilient in the face of challenges, driven to achieve ambitious targets, and take ownership of outcomes.
- • We value business acumen, intellectual curiosity, and a collaborative spirit. You should be comfortable discussing product differentiators and value propositions with senior decision-makers, eager to test new sales techniques, and committed to continuous learning. Empathy for colleagues and customers, a competitive drive balanced with teamwork, and adaptability in a fast-evolving startup environment are also key attributes.
- • Accountability and a customer-obsessed mindset are crucial. You must be reliable, willing to roll up your sleeves, and deeply understand and care about our product's value proposition and why Blue J is the best solution for our customers.
- • If you are excited about contributing to one of Canada's fastest-growing companies and are genuinely invested in sharing in our success, this is the role for you. We offer clear career growth paths, competitive compensation including base salary and uncapped commission, comprehensive benefits, and a vibrant, supportive team culture.
🎯 Requirements
- • Proven ability to engage with prospects, conduct structured discovery, and qualify inbound leads, demonstrating strong communication and active listening skills.
- • Resilience and a disciplined approach to handling rejection, viewing it as an opportunity for learning and improvement.
- • Strong business acumen with the ability to articulate value propositions and product differentiators clearly and confidently to senior decision-makers.
- • Intellectual curiosity and a commitment to continuous learning, with a desire to test new sales techniques and connect information across diverse contexts.
- • Eligibility to work in Canada and willingness to work a hybrid schedule in Toronto (3 days per week), with occasional travel for conferences.
🏖️ Benefits
- • Clear career growth opportunities, with a demonstrated track record of promoting SDRs to AE roles after consistent target achievement.
- • Competitive base salary (CA $60,000) and uncapped commission (CA $20,000 target), with stock options reflecting long-term success.
- • Comprehensive benefits package covering health, dental, and vision for you and your family, promoting a healthy work-life balance.
- • Opportunity to be an early team member in a rapidly growing, well-funded AI company, shaping the sales function and culture.
- • Collaborative, mission-driven, and supportive team environment with a strong emphasis on diversity, inclusion, and employee well-being.
Skills & Technologies
Hybrid
Degree Required
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.
