Account Executive, SMB

About Blue J 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 building an ambitious product roadmap and are looking for an Account Executive, Expansion to support growth across our portfolio of 4,000+ customers. As an Expansion Account Executive at Blue J, you will have the opportunity to own the end‑to‑end expansion sales cycle across a defined portfolio of existing customers. Reporting to the Director of Expansion , this individual‑contributor role focuses on driving revenue growth within our existing customer base through repeatable account expansion, upsell, and renewals, while partnering closely with Customer Success and Sales to support strong, long‑term customer outcomes. 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 Opportunity This is the first SMB Expansion Account Executive role at Blue J and an exciting hire for our scaled expansion motion. This role is focused exclusively on driving expansion revenue through seat growth within a large, high‑velocity portfolio of existing customers. As an Expansion AE, 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 2+ 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. 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 flexible work environment that is primarily remote, with occasional opportunities to connect in person at our Toronto or Kitchener office and at industry events. 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 the team interest before self‑interest We are pleasant and playful We are open to better ideas We deliver on our promises We solve the toughest problems 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 patience and look forward to connecting with you Interview Process Step 1: Chat with Natalie, our Sr. Talent Acquisition Manager. Step 2: Meet with Dalia Vainer, Director of Expansion. Step 3: Meet with Sean Erjavec, CRO. Step 4: Present your ideas to Dalia and other stakeholders. Step 5: Wrap up with Ben, 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. We strive to create an inclusive and accessible hiring experience for all candidates. If you need any accommodations during the interview process, please let us know in your application. Our team is dedicated to providing the necessary support and making reasonable adjustments to ensure a smooth process for everyone. How We Use AI in Our Hiring Process To ensure transparency, we want candidates to know that Blue J uses AI‑enabled tools within our applicant tracking system to help organize applications and highlight profiles that match the key requirements for each role. AI does not make hiring decisions. Every application is reviewed by a member of our Talent team, and all decisions throughout the process are made by humans. We use these tools to support efficiency and consistency, not to replace human judgment and we’re committed to a fair, thoughtful, and equitable experience for every candidate. #J-18808-Ljbffr