Account Executive, Blue J Legal
Mid-Market, Expansion
3-4 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
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
- 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
What the job involves
- 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
- Please note that this is a hybrid position requiring candidates to be on-site in Toronto at least 3 days per week (4 days during the onboarding month)
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 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.
Salary benchmarks
We don't have enough data yet to provide salary benchmarks for this role.
Submit your salary to help other candidates with crowdsourced salary estimates.
Share this job
View 5 more jobs at Blue J Legal