Account Manager, Blue J Legal
SMB
CA$160-190k
OTE
+ Commission + Stock options
3+ days a week in office
Machine learning-powered tax & legal analysis
Be an early applicant
Machine learning-powered tax & legal analysis
21-100 employees
Be an early applicant
CA$160-190k
OTE
+ Commission + Stock options
3+ 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
- Success in this role requires strong pipeline discipline, comfort with volume, and the ability to run efficient, repeatable expansion cycles
- 3+ 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
- Comfortable leveraging AI tools and emerging technologies to drive efficiency, improve workflows, and stay ahead of industry trends
- We believe our strength is built on diversity of thought, and encourage candidates from all backgrounds and experiences to apply
What the job involves
- This role is focused exclusively on driving expansion revenue through seat growth within a large, high-velocity portfolio of existing customers
- As an Expansion AM, SMB, you will own a high-volume book of business and be responsible for identifying, developing, and closing expansion opportunities at scale
- 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
- We anticipate a high volume of applicants for this role and are excited to grow our team. A human will review each application and get back to you as soon as possible. We appreciate your patience and look forward to connecting with you!
- Step 1: Chat with Elli, our Talent Acquisition Manager
- Step 2: Meet with Dalia Vainer, Director of Expansion
- Step 3: Deep Dive with Dalia Vainer, Director of Expansion
- Step 4: Present your ideas to Dalia and Sean Erjavec, CRO
- 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.
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
CityPlace, Toronto, ON
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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