Account Executive

Join to apply for the Account Executive, SMB role at 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 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!

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)

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 Linked In presence, and representing Blue J at industry events.

• 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 Linked In 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.

• 2+ years 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…