Enterprise Account Executive

About Blue J

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.

A Note on Location

We’re excited to connect with qualified candidates and sincerely appreciate everyone’s interest in joining Blue J. This is a hybrid role, with the ability to come into our Toronto office a few times a month for collaboration as needed, while still having the flexibility to work primarily remotely. The role also requires up to 20% travel to the United States for client meetings and conferences. Candidates must be legally eligible to work in Canada.

To help you get off to a great start, we bring all new team members together for their first three days of onboarding. If you’re based outside of our local commuting area, Blue J will arrange and cover your travel and accommodation.

The Opportunity

We’re seeking a high-performing Enterprise Account Executive (AE) to drive strategic growth across a defined territory of enterprise accounts. This role is responsible for acquiring new logos, expanding existing customer relationships, and closing complex six-figure SaaS licensing agreements.

What You’ll Be Doing

• Driving New Business: Engaging, and closing new enterprise customers to expand our market footprint in the accounting vertical
• Account Growth: Developing account expansion strategies to drive expansion opportunities, increasing contract value within existing accounts
• Territory Ownership: Managing a named account list (~20 accounts), maintaining deep understanding of organizational structures, key decision-makers, and business challenges
• Deal Strategy: Constructing and executing complex deal cycles, leading everything from initial discovery through negotiation and contract signature
• Pipeline Management: Maintaining disciplined forecasting, pipeline hygiene, and CRM accuracy
• Cross-Functional Collaboration: Collaborating with marketing, product, and customer success to develop compelling proposals and support a seamless post-sale experience
• Market Intelligence: Staying current on industry trends, competitor offerings, and evolving customer needs to position our solutions effectively

What You Offer Blue J

• Experience: 5-8+ years in enterprise SaaS sales with a strong track record of meeting or exceeding quota
• Deal Size: Proven success closing six-figure (and above) annual contract value (ACV) deals
• Account Ownership: Experience managing a set of complex enterprise accounts
• Sales Process Expertise: Skilled in multi-threaded sales, value-based selling, and navigating long, complex deal cycles
• Collaboration: Excellent communication, presentation, and relationship-building skills across business and technical stakeholders
• Tools: Proficient in CRM systems, sales engagement tools, and modern SaaS sales tech stacks

Key Traits for Success

• Strategic, consultative selling mindset with a customer-first approach
• Self-motivated and disciplined - thrives in a quota-driven, fast-paced environment
• Strong business acumen; ability to articulate ROI and value in executive-level discussions
• Passion for technology, innovation, and continuous learning

Performance Indicators

• Annual and quarterly quota attainment (new and expansion ARR)
• Growth in average contract value (ACV) per account
• Quality of pipeline (coverage, accuracy, and predictability)

What We Offer You

• A rare opportunity to join a high-performing sales team at a category-defining AI company, where the team has been consistently hitting targets quarter after quarter
• A mission-driven culture where your work directly advances clarity, efficiency, and accessibility in tax research
• We’re well-funded and offer competitive base salaries 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
• Flexibility in how you work: primarily remote, with travel as needed for client meetings and conferences
• A collaborative, ambitious, and supportive team that values innovation, respect, and fun
• We care about you as a whole person. You’ll have a healthy work/life balance and colleagues who respect it. We’ve mindfully put together a great benefits package that covers you and your family
• The excitement of a fast-growing with clear momentum and the resources to back bold initiatives

The Core Values that Define Our Culture

• 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

What to Expect in the Interview Process

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!

Interview Process

• Chat with Natalie, TA Manager
• Meet Sean, CRO
• Deep Dive with Sean, CRO
• Meet with VP Sales/other Blue J GTM leadership
• Present a case study to Sean and other key stakeholders
• Meet 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.

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

This is a Level 6 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.