Account Executive, Expansion

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.

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).

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 cess 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.

• 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.

• 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

• 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…