Enterprise Account Executive

About Blue J

Blue J is a top-tier generative AI platform designed specifically for tax professionals and is recognized as one of Canada's fastest-growing AI-focused firms. Based in Toronto, this rapidly expanding B2B SaaS company creates advanced tax research software that enables accountants to obtain precise answers to intricate tax-related issues quickly and confidently.

Supported by a $122 million USD Series D investment, Blue J is rapidly growing its presence throughout North America and the United Kingdom, constantly advancing the possibilities enabled through AI. By merging cutting-edge technology with profound tax domain expertise, Blue J equips tax professionals to work more efficiently, make informed decisions, and enhance the value provided to clients.

Location and Work Format

This is a hybrid position requiring occasional trips to Blue J's Toronto offices a few times monthly for collaborative purposes, while mostly allowing remote work. Additionally, the role involves up to 20% travel to the United States for client engagements and events. Candidates must be eligible to work in Canada.

Role Overview

The Enterprise Account Executive will lead strategic growth initiatives within a designated portfolio of enterprise clients. Key responsibilities include securing new customers, expanding business within existing clients, and closing complex SaaS licensing deals valued in the six-figure range.

Key Responsibilities

• Generate new business by engaging and securing enterprise customers to grow Blue J’s market presence in the accounting sector.
• Develop strategies to grow accounts, identifying and exploiting potential expansion opportunities to increase contract value.
• Own a portfolio of approximately 20 named enterprise accounts, maintaining thorough knowledge of organizational hierarchies, critical stakeholders, and business challenges.
• Lead complex deal cycles, managing all stages from discovery to negotiation and contract finalization.
• Maintain rigorous pipeline management, forecast accuracy, and CRM data integrity.
• Collaborate cross-functionally with marketing, product, and customer success teams to craft persuasive proposals and ensure excellent post-sale customer experiences.
• Keep abreast of industry trends, competitive products, and evolving customer needs to effectively position Blue J’s solutions.

Required Qualifications and Experience

• Minimum 5 to 8 years of experience in enterprise SaaS sales, consistently meeting or exceeding quotas.
• Proven track record closing deals with annual contract values in the six-figure range or higher.
• Experience managing complex enterprise accounts and navigating multi-layered sales cycles.
• Expertise in multi-threaded sales approaches, value-driven selling, and handling long, intricate negotiations.
• Strong communication and presentation skills, adept at building relationships with both business and technical stakeholders.
• Proficiency with CRM platforms, sales engagement tools, and modern SaaS sales technology stacks.

Attributes for Success

• Strategically minded with a consultative sales style focused on customer needs.
• Highly self-driven and disciplined, capable of thriving in a fast-moving, quota-focused environment.
• Strong business acumen with the ability to communicate return on investment and value in discussions with executives.
• Passionate about technology, innovation, and continuous learning.

Performance Measures

• Achievement of annual and quarterly targets for new and expansion annual recurring revenue (ARR).
• Growth in average contract value across accounts.
• Maintaining a high-quality sales pipeline characterized by coverage, accuracy, and predictability.

What Blue J Offers

• Opportunity to join a high-achieving sales team at a pioneering AI company with a consistent record of meeting targets.
• A mission-driven environment advancing clarity, productivity, and availability in tax research.
• Competitive base salaries combined with stock options, enabling employees to share in the company's long-term success.
• Work flexibility with mainly remote work and travel as needed for client engagements and conferences.
• A collaborative, ambitious, and supportive team culture valuing respect, innovation, and enjoyment.
• Emphasis on work-life balance backed by a comprehensive benefits package extending to employees’ families.
• The dynamic atmosphere of a fast-growing business with resources that support bold initiatives.

Core Company Values

• Customer-centric focus.
• Team-oriented collaboration over individualism.
• A pleasant and playful workplace culture.
• Openness to new and better ideas.
• Agility characterized by rapid actions and quick problem-solving.

Interview Process

• Initial conversation with the Talent Acquisition Manager.
• Meetings with the Chief Revenue Officer, including a deeper discussion.
• Engagement with VP of Sales and other GTM leadership.
• A case study presentation to senior stakeholders.
• Final meeting with the CEO.

Diversity and Inclusion

Blue J values diversity of thought and experience and encourages candidates from all backgrounds to apply. The company is an equal opportunity employer that does not discriminate based on numerous protected characteristics. Accommodations during the interview process are available upon request to ensure a fair and accessible experience for all applicants.

Use of AI in Hiring

Blue J integrates AI-assisted tools in its applicant tracking to help organize and prioritize candidate profiles based on key role requirements. Importantly, AI supports but does not replace human decision-making, ensuring all application reviews and hiring determinations are conducted by people.

Compensation Details

The position corresponds to Level 6 in Blue J’s career framework, defining expectations around scope, autonomy, impact, decision-making, and experience. Final pay will be thoughtfully determined based on experience and fit, with top compensation reserved for individuals demonstrating exceptional expertise and autonomy from the start.