Vice President of Sales, Blue J Legal
More information about location
Machine learning-powered tax & legal analysis
Open for applications
Machine learning-powered tax & legal analysis
21-100 employees
Open for applications
More information about location
21-100 employees
Company mission
To bring absolute clarity to the law, everywhere and on-demand.
Role
Who you are
- 10+ years in B2B SaaS sales leadership with progressive management experience; proven track record scaling teams up to 50+
- Experience at high-growth startups (Series B–D) or hyper-scale companies is highly valued
- Familiarity with enterprise procurement and security/compliance requirements is an asset
- Demonstrated success leading both new logo and expansion/renewal motions
- Experience selling AI/ML, data, or adjacent sophisticated SaaS solutions (or to technical buyers)
- Strong cross-functional collaboration with Marketing, CS, RevOps, Product and Partnerships
- Hands-on leader: comfortable in the field with strategic deals and in building systems/processes
- Data-driven, operationally rigorous (CRM, forecasting, comp design, KPIs)
- Experience hiring and developing frontline managers
- Excellent communication and executive presence; experience managing C-level relationships
- Comfortable in fast-paced, ambiguous environments and building structure quickly
- You’re comfortable leveraging AI tools and emerging technologies to drive efficiency, improve workflows, and stay ahead of industry trends
What the job involves
- This is an exciting opportunity for a strategic sales leader who thrives in a growth-stage environment, with experience leading SMB and Mid-Market sales organizations, owning both new logo acquisition and customer expansion revenue, and developing high-performing teams
- You’ll oversee an organization currently consisting of approximately 20 team members, with plans to scale the function to roughly 40 people over the short-to-mid term as the business continues its rapid growth trajectory
- You’ll play a key role in shaping and executing our go-to-market strategy, building scalable sales motions, and fostering a high-performing, customer-centric culture
- Leadership development: Mentor and empower a team of 5 sales leaders responsible for both new business acquisition and customer expansion, fostering a high-accountability, high-performance culture centered around coaching, collaboration, and operational excellence
- Build and scale: Grow the sales organization from ~20 to ~40 reps across new logo and expansion teams. Hire, onboard, and coach managers and individual contributors
- GTM execution: Own strategy and execution for new logo acquisition and expansion motions
- Revenue ownership: Own quota delivery for both new business and expansion; manage forecast, pipeline, win rates, ACV, and sales cycle
- Process & enablement: Work with sales enablement to Implement scalable sales processes, playbooks, qualification framework, deal review cadence, and continuous training programs
- Cross-functional leadership: Work tightly with Marketing on demand generation and ABM, RevOps on forecasting & tooling, CS on handoffs and expansion plays, and Product on roadmap inputs
- Data & systems: Worth with SalesOps to define KPIs, dashboards, territory design, compensation plans, and CRM best practices to ensure data-driven decision making
- Hiring & culture: Recruit high-performing, diverse teams and foster a coaching culture with strong accountability and collaboration
- Customer focus: Participate in strategic deals and executive relationships; ensure exceptional buyer and customer experience
- Success Metrics & Key Performance Indicators:
- ARR growth (new logo ARR + expansion ARR)
- Quota attainment and percent of reps hitting quota
- Pipeline coverage and velocity
- Average contract value (ACV) and deal size growth
- Win rate and sales cycle length
- Customer retention/expansion rate and Net Revenue Retention (NRR)
- Ramp time for new hires
- Forecast accuracy
- Lead a pivotal stage of growth at a product-driven AI SaaS company
- Significant ownership over people, process, and revenue outcomes and the opportunity to build a best-in-class sales organization and influence company strategy
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 Deb, our Director of Talent Acquisition
- Step 2: Meet Sean, our CRO
- Step 3: In-depth follow-up with Sean, our CRO
- Step 4: Connect with Tina, President
- Step 5: Presentation stage with Sean and other stakeholders
- Step 6: 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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