Account Executive, Blue J Legal
Expansion
CA$80-100k
+ Commission + Stock options
3-4 days a week in office
Machine learning-powered tax & legal analysis
Open for applications
Machine learning-powered tax & legal analysis
21-100 employees
Open for applications
CA$80-100k
+ Commission + Stock options
3-4 days a week in office
21-100 employees
Company mission
To bring absolute clarity to the law, everywhere and on-demand.
Role
Who you are
- 2+ years of experience in a quota-carrying SMB or Commercial SaaS sales role
- Demonstrated success driving expansion or upsell revenue within an existing customer base
- Experience managing large books of business (hundreds of accounts) and high opportunity volume
- Proven ability to close smaller deals efficiently with strong velocity and conversion
- Strong pipeline management and forecasting discipline in high-throughput environments
- Comfort operating in a data-informed way, using usage signals and account insights to prioritize effort
- Highly self-directed, competitive, and motivated by targets, pace, and measurable outcomes
- We believe our strength is built on diversity of thought, and encourage candidates from all backgrounds and experiences to apply
What the job involves
- On the heels of our $122M USD Series D funding, we’re building an ambitious product roadmap and are looking for an Account Executive, Expansion to support growth across our portfolio of 4,000+ customers
- As an Expansion Account Executive at Blue J, you will have the opportunity to own the end-to-end expansion sales cycle across a defined portfolio of existing customers
- Reporting to the Director of Expansion, this individual contributor role focuses on driving revenue growth within our existing customer base through repeatable account expansion, upsell, and renewals, while partnering closely with Customer Success and Sales to support strong, long-term customer outcomes
- This is the first SMB Expansion Account Executive role at Blue J and an exciting hire for our scaled expansion motion
- This role is focused exclusively on driving expansion revenue through seat growth within a large, high-velocity portfolio of existing customers
- As an Expansion AE, SMB, you will own a high-volume book of business and be responsible for identifying, developing, and closing expansion opportunities at scale
- Success in this role requires strong pipeline discipline, comfort with volume, and the ability to run efficient, repeatable expansion cycles
- You will partner closely with Customer Success and Sales, but own the commercial outcome end-to-end, from opportunity creation through close
- Own a large portfolio of SMB customers and drive expansion revenue through seat-based upsell
- Proactively identify expansion opportunities by analyzing usage data, seat penetration, and account signals
- Generate and manage a high-volume expansion pipeline, maintaining strong coverage and forecast accuracy
- Run efficient, time-bound expansion cycles, from discovery through close
- Engage customer stakeholders to position expansion as a clear business decision tied to value realization
- Partner with Customer Success to align on account context and timing, while retaining ownership of deal strategy and execution
- Maintain clean CRM hygiene, accurate forecasts, and disciplined pipeline management
- Contribute feedback and learnings to help refine Blue J’s SMB expansion motion as it scales
Application process
- Step 1: Chat with Natalie, our Sr. Talent Acquisition Manager
- Step 2: Meet with Dalia Vainer, Director of Expansion
- Step 3: Meet with Sean Erjavec, CRO
- Step 4: Present your ideas to Dalia and other stakeholders
- Step 5: Wrap up with Ben, our CEO
Our take
Blue J Legal’s AI powered platform was created by a team of law professors and data scientists with the aim of helping fellow legal professionals gain a better understanding of individual cases, more quickly than if they researched an entire case themselves.
Having initially focused solely on legal cases, Blue J also now applies its predictive AI software to tax law – a tool which has become popular amongst tax attorneys and accountants, not just for its speed but for its junior-training applications.
While there’s been huge growth in the use of AI in the legal industry, its outcomes have not been without flaw. Blue J claims 90% accuracy for its predictive software, however there have been some cases documented across the whole industry where AI was biased against minority demographics for example.
The key thing for Blue J Legal moving forward is the accuracy of its software. If the company can maintain the very highest standards and maintain its AI’s integrity, it could become not just financially successful, but socially impactful.
Freddie
Company Specialist at Welcome to the Jungle
Insights
-24% employee growth in 12 months
Company
Company benefits
- Comprehensive health benefits
- Education budget for continued learning
- Generous paid time off
- Parental leave
- Social events
- Team-centric environment
- Employee stock options
- Healthy work-life balance
Company HQ
Toronto, Ontario, Canada
Leadership
Benjamin Alarie
(Co-Founder & CEO)Osler Chair in Business Law, Full Professor, tenured faculty member, and former Associate Dean (2011-2015) at the law school at the University of Toronto.
Brett Janssen
(Co-Founder & CTO)Former Senior IT Architect at Odecee and The Marlo Group, former SOA Solution Architect at IBM.
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