Account Manager, Mid-Market

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.

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.

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.

• 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.

• 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.

• 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,…