Account Manager, Mid-Market

Blue J Legal; Toronto; Hybrid; CAD 110,000 - 160,000; Full time

Benefits offered by this job

Base salary

Commission

Stock options

Benefits

Job summary

Blue J Legal in Toronto, Ontario, is seeking an Expansion Account Manager to support an existing portfolio and drive expansion opportunities. You will collaborate with clients to uncover value, build business cases, and secure renewals and upsell within a fast-growing AI-powered tax software company.

The role is hybrid, requiring on-site presence in Toronto at least 3 days per week, and involves partnering with Sales, Customer Success, Marketing and Product to deliver measurable outcomes for

Qualifications

• 5+ years of experience in a quota-carrying SaaS sales role with expansion revenue
• Proven ability to close expansion deals in multi-stakeholder environments
• Clear and effective communication translating product concepts into business value
• Data-informed selling using product usage and customer signals
• Strong organizational skills to manage a full expansion sales cycle

Responsibilities

• Identify, qualify and execute end-to-end expansion opportunities across your portfolio, driving upsell revenue from discovery through close.
• Plan strategically within accounts to identify high-potential expansion paths across teams.
• Build trusted relationships with client stakeholders from day-to-day users to C-Suite executives.
• Partner with Customer Success, Product, Sales and Marketing to build compelling business cases.
• Lead expansion negotiations and navigate procurement cycles to close mutually valuable agreements.
• Contribute to expansion motion playbooks, messaging and best practices as the team scales.
• Stay current on industry trends to proactively identify expansion opportunities for clients.

Skills

Quota-carrying SaaS sales

Expansion revenue

Consultative selling

Stakeholder management

Executive communication

Job description

Account Manager, Mid-Market

Ontario, Canada

Sales

Hybrid

Full-time

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 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.

The Opportunity

As an Expansion Account Manager, you will support a portfolio of existing customer accounts, with a clear focus on identifying, developing, and closing expansion opportunities across Blue J’s customer base. You will work across the full expansion lifecycle, from discovery through value realization, negotiation, and close, partnering directly with clients to build strong relationships, develop new use cases, and help customers realize the full value of our products.

This is a visible and impactful role that collaborates closely with teams across Sales, Customer Success, Marketing, and Product to deliver meaningful outcomes for our clients.

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.
• Stay current on industry trends and emerging technologies to proactively identify expansion opportunities and better advise clients.

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.
• Comfortable leveraging AI tools and emerging technologies to drive efficiency, improve workflows, and stay ahead of industry trends.

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 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 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

• 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.

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.

This is a Level 4 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.