Sales Development Representative; SDR

Blue J is the leading generative AI solution for tax professionals. As a B2B SaaS company, our customers are accountants and tax experts who rely on our market-leading software to deliver fast, accurate, and defensible answers to complex tax questions.

With the launch of our flagship generative AI product, we’ve consistently exceeded our revenue targets quarter over quarter and continue to accelerate our growth. Our product roadmap is ambitious, customer-focused, and designed to deliver exceptional value at speed.

On the heels of our $122M USD Series D funding , we’re racing ahead with an exciting product roadmap, and we’re looking for a Sales Development Representative (SDR) to help fuel our next stage of growth.

We’re looking for an SDR who’s excited to be on the front lines of a fast-growing AI company and wants to make an immediate impact. Your primary focus is owning and converting inbound sales leads across all segments, while supporting inbound opportunities from partnerships, marketing, and other GTM channels. Your mandate is simple but high-impact:
convert interest into high-quality, insight-driven opportunities.

You’ll be the first human interaction many prospects have with Blue J, which means you’ll set the tone for the entire customer journey. You’ll engage inbound leads quickly, run structured discovery, understand their context, and guide them to the right next step. This role requires curiosity, discipline, commercial thinking, and the ability to communicate value with clarity and confidence.

If you thrive in fast-moving environments, love learning through doing, and want to help shape a key part of our revenue engine, this is a rare opportunity to grow your career at Blue J.

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 3 days per week. Additionally, there will be occasional travel for conferences. All candidates must be eligible to work in Canada.

• Your onboarding will be structured, fast-paced, and intentionally challenging. You will develop a sophisticated understanding of our market, product, and customers through guided training, shadowing, and hands-on practice. By the end of onboarding, you will have:
  • Shadowed multiple high-quality discovery calls and demos to understand how top performers interact with senior decision-makers.
  • Mastered our inbound qualification frameworks and discovery approach
  • Completed a mock discovery session to demonstrate your understanding of value-based selling.
  • Developed the ability to identify key signals, compelling events, and when a prospect is ready for an AE handoff
• Overall, your role will involve:
  • Owning inbound lead from first touch to qualified opportunity , ensuring fast, thoughtful responses that reflect professionalism and credibility.
  • Running structured, insight-driven discovery to understand a prospect’s role, context, pain points, and urgency before handing off to an AE.
  • Connecting a prospect’s current state to their desired future state , and assessing whether Blue J can meaningfully bridge that gap.
  • Prioritizing leads based on intent, fit, and timing , and adapting your approach based on the signals you see.
  • Executing short, high-intent, omnichannel follow-up , using email, phone, Linked In, video, and other channels to create momentum.
  • Light multi-threading to validate decision-makers or expand context when necessary.
  • Communicating clearly and consistently with AEs , providing crisp notes, key insights, and relevant discovery details.
  • Maintaining exceptional CRM hygiene , capturing conversations, decision criteria, buying signals, and prospect motivations.
  • Identifying patterns across inbound funnels and sharing insights with Sales Leadership and Marketing to improve conversion quality.
  • Meeting and exceeding monthly inbound pipeline targets , with full ownership of your performance and daily discipline in your process.

• You may be early in your career, but you’re hungry to break into GTM roles and ready to put in the work. Whether you’ve just…