About Blue J

A Note on Location

The Opportunity

What You’ll be Doing

• 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.

What You Offer Blue J

• 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 contributor, and motivated by ownership, collaboration, and the opportunity to help build and shape a growing expansion function.

What We Offer You

• 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 benefits.
• A flexible work environment that is primarily remote, with occasional opportunities to connect in person at our Toronto or Kitchener office and at industry events.
• A collaborative and supportive team that values curiosity, respect, innovation, and learning, while making space for connection and fun.
• The opportunity to grow with a fast-growing, well-funded company, supported by a strong product and a highly engaged customer community.

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

• 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