Vice President, Sales Development

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 are 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.

This is a hybrid role requiring candidates to work from our Toronto office 2–3 days per week, with occasional travel across North America. Candidates must be eligible to work in Canada.

As Blue J enters its next growth phase, we're investing heavily in pipeline generation and sales development. We're looking for a Vice President, Sales Development to lead and scale our Sales Development organization. Reporting to our Chief Revenue Officer, you'll oversee a team of approximately seven Business Development and Inside Sales professionals, with plans to roughly double the organization over the next 12–18 months.

You’ll own the strategy, execution, and performance of Sales Development, unifying outbound prospecting, inbound demand, and product‑led growth (PLG) into a scalable pipeline generation engine. You'll establish the operating model, coaching framework, and technology strategy that enables the team to scale while leveraging AI to improve productivity, engagement, and performance.

This is a unique opportunity to build a world‑class Sales Development organization at a pivotal stage of company growth. We're looking for a proven B2B SaaS leader who has successfully built and scaled Sales Development organizations, developed exceptional leaders, and created predictable, repeatable pipeline generation at scale.

• Develop and execute Sales Development strategy aligned with Blue J’s growth objectives.
• Build the organizational structure, cadence, and accountability framework to support rapid growth.
• Set pipeline targets and performance metrics across outbound, inbound, and PLG motions.
• Serve on the Revenue Leadership Team, contributing to GTM planning, forecasting, and revenue strategy.
• Continuously improve methodologies, technology adoption, and productivity.

• Lead, coach, and develop Sales Development Managers and their teams.
• Build a high‑performance culture of accountability, collaboration, and results.
• Recruit, retain, and develop top talent.
• Create leadership development programs, succession plans, and career paths.
• Establish best practices for management and coaching.

• Lead outbound prospecting, inbound lead management, and PLG conversion strategies.
• Optimize segmentation, territory planning, qualification, and prospecting strategies.
• Drive adoption of modern outbound methods: multi‑channel engagement, account‑based selling, AI tools, automation.
• Partner with Marketing, Rev Ops, and Product to improve targeting, messaging, and conversion.
• Build scalable motions that convert prospects and product users into pipeline and revenue.

• Establish and monitor KPIs across meetings, pipeline, opportunities, and conversion.
• Improve forecasting accuracy.
• Partner with Rev Ops to optimize reporting, workflows, and technology.
• Analyze funnel performance and drive data‑driven improvements.
  
  Evaluate AI/automation opportunities to boost efficiency.

• Partner with Sales to ensure consistent pipeline delivery and smooth handoffs.
• Collaborate with Marketing on demand generation and messaging.
• Work with Product/PLG leaders to maximize PQL conversion.
• Partner with Customer Success on expansion and cross‑sell opportunities.

• Pipeline generated by Sales Development
• Qualified meetings booked and accepted
• Pipeline contribution toward revenue targets
• Outbound prospecting conversion rates
• PLG and inbound lead conversion rates
• Speed‑to‑lead performance
• Sales Development productivity metrics
• Forecast accuracy
• Manager and team retention
• Internal promotions and leadership development

• 10+ years in SaaS Sales, Sales Development, or Revenue leadership.
• 5+ years leading multi‑layer Sales Development orgs through managers.
• Prove…