Account Executive

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 racing ahead with an exciting product roadmap and are looking for Account Executives 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 Account Executives 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 month 2, 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 SDRs & 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 What You Offer Blue J 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 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 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-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’re excited to grow our team and are grateful for your interest. A human will review every application. Interview Process Step 1: Chat with Nancy, Senior Talent Acquisition Manager Step 2: Meet Naufil, Director of Sales Step 3: Present your case study to Naufil and Sean, CRO Step 4: Wrap up with Ben, 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. Compensation The base pay range for this role is CA$70,000 - $75,000 CAD per year, with OTE of $125,000 - $140,000 CAD per year. Final compensation will be set fairly and thoughtfully based on experience, expertise, and alignment with the role’s responsibilities. While all candidates are expected to bring directly relevant experience, the top of the range is typically reserved for individuals who demonstrate exceptional depth in the role’s core competencies, a strong track record of impact in similar environments, and the ability to operate with a high degree of autonomy from day one.