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Account Executive, SMB
2 weeks ago
Blue J is the leading generative AI solution for tax professionals. As a B2B SaaS company, our customers are accountants and tax experts who rely on our market-leading software to deliver fast, accurate, and defensible answers to complex tax questions.
With the launch of our flagship generative AI product, we've consistently exceeded our revenue targets quarter over quarter and continue to accelerate our growth. Our product roadmap is ambitious, customer-focused, and designed to deliver exceptional value at speed.
On the heels of our $122M USD Series D funding, we're racing ahead with an exciting product roadmap and are looking for an Account Executive to support our growth. Reporting directly to our Director of Sales, this role will focus heavily on driving our growth, scale our efforts, and seize new opportunities in this exciting phase
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 on-site in Toronto at least 3 days per week (4 days during the onboarding month). The position also involves occasional travel across North America for events. All candidates must be eligible to work in Canada. (And travel to the US)
The Opportunity
We are seeking an Account Executive to help drive our growth ambitions for 2026 and beyond by becoming a trusted advisor to new customers and quickly building expertise in our product, industry, and value proposition. You will own the full sales cycle for SMB accounting firms across North America, with opportunities to expand into new markets, and will work toward quarterly and annual targets in a fast-paced, innovative environment. In your first months, you'll develop a deep understanding of Blue J's business, master the product, and establish strong sales fundamentals; by six months, you'll be independently managing a full pipeline, delivering demos, negotiating pricing, collaborating with BDRs, maintaining a strong LinkedIn presence, and representing Blue J at industry events.
What You'll be Doing
Ramp quickly by approaching our product, customers, and sales process with curiosity, developing a strong understanding of how Blue J creates value and continuously looking for ways to grow.Run full-cycle sales across a US and Canada SMB territory, contributing to a customer-first experience from discovery through close.Manage a balanced funnel (approximately 70% inbound and 30% outbound) by engaging prospects thoughtfully and using data to inform priorities.Lead consultative, multi-stakeholder sales cycles, helping prospects uncover their needs and guiding them toward the right solutions with empathy and clarity.Partner with BDRs on smooth handoffs and pipeline quality, supporting a culture of teamwork, shared learning, and continuous improvement.Share product insights gathered from real customer conversations to help shape future product development and strengthen our market understanding.Maintain an active and authentic presence on LinkedIn to support brand awareness, share insights, and participate in the professional community.Travel a few times per year to events and trade shows, representing Blue J with curiosity, professionalism, and a commitment to learning from the market.Contribute to achieving monthly volume targets of roughly 15 to 20 new deals by staying focused, resilient, and aligned with team goals.
What You Offer Blue J
2+ of SMB SaaS Account Executive experience with full-cycle ownership, including a proven track record in a high-velocity sales environment and consistent success closing deals in the $15,000–$25,000 CAD range.The ability to guide business owners and partners through thoughtful, consultative evaluations, building trust through clear communication and deep discovery.Curiosity and willingness to learn the accounting and tax research space, developing the domain knowledge needed to serve as a reliable advisor.A collaborative approach that strengthens partnerships with BDRs, product teams, and cross-functional colleagues.Flexibility and openness to change, thriving in a growth-stage environment where processes evolve and new opportunities emerge.An ownership mindset grounded in data-driven habits, proactive deal management, and accountability for results.A growth mindset reflected in your eagerness to learn, openness to feedback, and commitment to continuous improvement.A customer-obsessed approach, understanding who benefits most from Blue J's products and how we create value.Familiarity with sales and productivity tools such as Salesforce, Gong, G Suite, Zoom, and Slack.
What We Offer You
A rare opportunity to be an early team member shaping the sales function at a rapidly growing company.A strong inbound pipeline, 70% of your pipeline will come from marketing and partnership-driven efforts, giving you a clear path to exceed targets and reliably achieve (or beat) OTE.We invest in your growth. Ongoing learning through regular coaching, training, and skill development, supported by a team that values continuous improvement.We're performance-driven, and it shows. Our SMB sales team has overachieved on their targets for the last six consecutive quarters. You'll be joining a team that's winning and knows how to scale success.We lead with trust, not micromanagement. Leadership is grounded in trust, autonomy, and empowerment, giving you the space to own your goals and the support to grow.A culture built on meaningful connection, whether through in-person collaboration, team meetups, or company-wide events.We're well-funded and offer competitive base salaries, comprehensive benefits plans and stock options. You'll play a crucial role in our growth, and it's important to us that you share in our long-term success. We care about you as a whole person. You'll have a healthy work/life balance and colleagues who respect it. We've got an amazing team. We're mission-driven and motivated by success, but we're friendly, we're collaborative, and we care about each other.
The Core Values that Define Our Culture
We are customer-focusedWe put the team interest before self-interestWe are pleasant and playfulWe are open to better ideasWe deliver on our promisesWe solve the toughest problems
What to Expect in the Interview Process
We're excited to grow our team and are grateful for your interest. A human will review every application.
Interview Process Step 1: Chat with Natalie C., our Sr. Talent Acquisition Manager Step 2: Meet Naufil R., Director of Sales Step 3: Meet Sean E., CRO Step 4: Present your ideas to Naufil and Sean (CRO) Step 5: Wrap up with Ben A., our CEO
We believe our strength is built on diversity of thought, and encourage candidates from all backgrounds and experiences to apply. We value inclusiveness and are an equal opportunity employer. We do not discriminate based on race, religion, colour, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
