About Blue J

A Note on Location

The Opportunity

What You’ll be Doing

• Ramp quickly by developing a strong understanding of Blue J’s product, customers, and sales process, approaching every interaction with curiosity and a growth mindset.
• Run full-cycle, mid-market sales across the U.S. and Canada with a focus on hunting new logos within the IPA 500 (the largest U.S. accounting firms) and mid-sized Canadian firms.
• Build and manage a balanced pipeline by self-generating opportunities and leveraging strong support from BDRs and Partnerships while using data to prioritize outreach and maintain momentum.
• Lead consultative, multi-stakeholder sales cycles by guiding prospects through discovery, in-depth product demos, solution alignment, and pricing proposals with clarity and empathy.
• Propose and negotiate pricing for deal sizes averaging approximately $40K while also managing complex opportunities that may reach $100K–$200K or more.
• Partner closely with BDRs on high-quality handoffs, provide prospecting strategies when helpful, and contribute to a collaborative and team-oriented culture.
• Share product feedback gathered from customer conversations to help inform future roadmap decisions and deepen our understanding of the market.
• Maintain an active and authentic LinkedIn presence to support brand visibility, share insights, and engage with industry professionals.
• Represent Blue J at industry events and trade shows, both virtually and in person, several times per quarter while building relationships and learning from the market.
• Contribute to achieving quarterly and annual revenue targets, including approximately 2-5 new deals per month, through disciplined pipeline management, resilience, and strong execution.

What You Offer Blue J

• 5+ years of mid-market sales experience as an Account Executive in software or a related industry, with proven success managing the full sales cycle and consistently closing high-velocity deals in the $30,000–$60,000 CAD range.
• Skilled in influencing mid-market decision-makers and guiding C-suite, head of tax, or partners through evaluations, acting as a trusted advisor by conducting deep discovery and demonstrating clear value.
• Strong business acumen, able to confidently discuss all but the most technical aspects of our products and articulate how Blue J creates meaningful outcomes for customers.
• Customer-obsessed approach grounded in understanding who benefits most from our product, the value they gain, and how we stand out from alternatives.
• Effective management of a full sales pipeline, including running in-depth product demos, proposing and negotiating pricing, and meeting or exceeding monthly and annual targets.
• Collaborative and empathetic team member who works cross-functionally and supports BDRs through prospecting guidance, strategy sharing, and best practices.
• Maintains a strong LinkedIn presence by promoting marketing content and building relationships across the industry, and represents Blue J at trade shows and conventions when needed.
• Flexible and adaptable in a fast-growing environment, comfortable navigating change and evolving priorities with an open and growth-oriented mindset.
• Highly accountable, willing to roll up your sleeves, dig into data, solve problems quickly, and deliver results with limited resources.

What We Offer You

• A rare opportunity to be an early team member shaping the sales function at a rapidly growing company.
• A high-leverage pipeline approach that pairs required outbound motion with a reliable, predictable stream of inbound opportunities from marketing and partnerships, fueling a clear path to exceed targets and consistently hit (or surpass) 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: Blue J has hit or exceeded its revenue goals for ten consecutive quarters, and every Mid-Market rep has surpassed their plan in both 2024 and 2025. You’ll be joining a high-performing team that’s winning and knows how to scale success.
• We lead with trust, not micromanagement. Leadership is grounded in 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

• Step 1: Chat with Natalie C., our Sr. Talent Acquisition Manager
• Step 2: Meet Maegan Bjelajac, Director, Mid-Market Sales
• Step 3: Meet Sean E., CRO
• Step 4: Present your ideas to Maegan and Sean (CRO)
• Step 5: Wrap up with Ben A., our CEO