Own a large portfolio of SMB SaaS customers and drive seat-based expansion revenue. Identify opportunities using usage data and account signals, build and manage a high-volume pipeline, run efficient sales cycles, close upsell deals, maintain accurate forecasts and CRM records, and partner with Customer Success. The role requires disciplined pipeline management, strong conversion skills, customer engagement, data-informed prioritization, and comfort using AI tools to improve sales efficiency.
About Blue J
A Note on Location
The Opportunity
What You’ll be Doing
What You Offer Blue J
What We Offer You
The Core Values that Define Our Culture
What to Expect in the Interview Process
Interview Process
How We Use AI in Our Hiring Process
Compensation
Blue J is the leading generative AI solution for tax professionals and one of Canada's fastest-growing AI companies. Headquartered in Toronto, we're a high-growth B2B SaaS company building industry-leading tax research software that helps accountants find accurate answers to complex tax questions with greater speed and confidence.
Backed by a $122M USD Series D funding round, we're scaling rapidly across North America and the UK while continuing to push the boundaries of what's possible with AI. By combining advanced technology with deep tax expertise, we empower tax professionals to work more efficiently, make better decisions, and deliver greater value to their clients.
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.
This role is focused exclusively on driving expansion revenue through seat growth within a large, high-velocity portfolio of existing customers.
As an Expansion AM, SMB, you will own a high-volume book of business and be responsible for identifying, developing, and closing expansion opportunities at scale. Success 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
- 3+ 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
- Comfortable leveraging AI tools and emerging technologies to drive efficiency, improve workflows, and stay ahead of industry trends
- 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 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.
- We are customer-focused
- We put team over self
- We are pleasant and playful
- We are open to better ideas
- We move fast and fix things
We anticipate a high volume of applicants for this role and are excited to grow our team. A human will review each application and get back to you as soon as possible. We appreciate your patience and look forward to connecting with you!
- Step 1: Chat with Elli, our Talent Acquisition Manager
- Step 2: Meet with Dalia Vainer, Director of Expansion
- Step 3: Deep Dive with Dalia Vainer, Director of Expansion
- Step 4: Present your ideas to Dalia and Sean Erjavec, CRO
- Step 5: Wrap up with Ben, our 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.
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.
Total on-target earnings (OTE) for this role range from $160,000–$190,000 per year.
This is a Level 3 in Blue J’s career level framework. We use levels to define the expected scope, autonomy, impact, decision-making, and experience for each role. 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.
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