Account Executive, Mid-Market; Expansion

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 thoughtful 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 an opportunity to become an Expansion Account Executive at Blue J, the first role of its kind within the organization and an important part of how we grow revenue within our existing customer base.

As an Expansion AE, you will support a portfolio of existing customer accounts, with a clear focus on identifying, developing, and closing expansion opportunities across Blue J’s customer base. You will work across the full expansion lifecycle, from discovery through value realization, negotiation, and close, partnering directly with clients to build strong relationships, develop new use cases, and help customers realize the full value of our products.

This is a visible and impactful role that collaborates closely with teams across Sales, Customer Success, Marketing, and Product to deliver meaningful outcomes for our clients.

• Identify, qualify and execute end-to-end expansion opportunities across your portfolio, driving upsell revenue from discovery through close.
• Plan strategically within accounts, identifying high-potential expansion paths by analyzing usage patterns, customer outcomes, and emerging needs across teams.
• Build trusted, consultative relationships with client stakeholders, ranging from champion to C-Suite decision makers, to understand customer business environments and position Blue J as a long-term strategic partner.
• Partner closely with cross-functional teams including Customer Success, Product, Sales and Marketing to build compelling business cases and champion opportunities.
• Lead expansion negotiations, navigating procurement cycles, objections and stakeholder alignment to close mutually valuable agreements
• Help shape Blue J’s expansion motion, contributing to playbooks, messaging, and best practices as the team scales.

• 5+ years of experience in a quota-carrying SaaS sales role, with demonstrated success driving expansion revenue within an existing customer base through upsell, cross-sell, and renewals, including ownership of meaningful ARR targets.
• Proven ability to close expansion deals in complex, multi-stakeholder environments by building strong, trust-based relationships and selling consultatively to audiences ranging from day-to-day users to executive leaders.
• Clear and effective communicator, able to translate technical or product concepts into compelling business value through written and verbal communication.
• Comfortable operating in a data-informed way, using account insights, product usage, and customer signals to identify opportunities, prioritize efforts, and manage risk.
• Highly organized and self-directed, with the ability to manage a full expansion sales cycle as an individual…