Sales Development Representative, Blue J Legal
More information about location
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
More information about location
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
- You may be early in your career, but you’re hungry to break into GTM roles and ready to put in the work. Whether you’ve just graduated or are transitioning from another field, what matters most is your drive, curiosity, and commitment to mastering the craft
- You’re resilient. You handle rejection with perspective and discipline, treating each “no” as a chance to learn, refine your approach, and improve outcomes
- You’re driven. You set ambitious targets for yourself and stay motivated to achieve them, consistently pushing for progress and results
- You take responsibility for outcomes, not just tasks. You follow through on commitments and are comfortable rolling up your sleeves to deliver on short timelines with startup resources
- You have business acumen. You’re comfortable discussing product differentiators and value propositions with senior decision-makers, and can articulate value clearly using well-reasoned insights
- You have intellectual curiosity. You’re eager to test new sales techniques, connect information across conversations and industries, and bring a personal commitment to continuous learning and improvement
- You’re a team player with empathy for colleagues and customers. You’re driven by competition but never at the expense of your team. You seek out opportunities to collaborate cross functionally and build relationships
- You're adaptable. You understand that growth stage companies are constantly evolving, and you need to be flexible in your approach and expectations. You are open-minded and positive, seeing the opportunity and excitement in periods of growth and change
- You’re accountable. You do what you say you’re going to do, and are comfortable rolling up your sleeves to get deep into the numbers, track down the data, and deliver on short timelines with the resources of a startup company
- You’re customer-obsessed. You deeply understand and care about our product’s value, who loves it, and why Blue J is the best and only option
- You're excited about what we’re doing! You want to be an early contributor to one of Canada’s rapidly growing companies and are genuinely invested in sharing in our success!
What the job involves
- We’re looking for an SDR who’s excited to be on the front lines of a fast-growing AI company and wants to make an immediate impact
- Your primary focus is owning and converting inbound sales leads across all segments, while supporting inbound opportunities from partnerships, marketing, and other GTM channels
- Your mandate is simple but high-impact: convert interest into high-quality, insight-driven opportunities
- You’ll be the first human interaction many prospects have with Blue J, which means you’ll set the tone for the entire customer journey
- You’ll engage inbound leads quickly, run structured discovery, understand their context, and guide them to the right next step
- This role requires curiosity, discipline, commercial thinking, and the ability to communicate value with clarity and confidence
- Your onboarding will be structured, fast-paced, and intentionally challenging. You will develop a sophisticated understanding of our market, product, and customers through guided training, shadowing, and hands-on practice. By the end of onboarding, you will have:
- Shadowed multiple high-quality discovery calls and demos to understand how top performers interact with senior decision-makers
- Mastered our inbound qualification frameworks and discovery approach
- Completed a mock discovery session to demonstrate your understanding of value-based selling
- Developed the ability to identify key signals, compelling events, and when a prospect is ready for an AE handoff
- Owning inbound lead from first touch to qualified opportunity, ensuring fast, thoughtful responses that reflect professionalism and credibility
- Running structured, insight-driven discovery to understand a prospect’s role, context, pain points, and urgency before handing off to an AE
- Connecting a prospect’s current state to their desired future state, and assessing whether Blue J can meaningfully bridge that gap
- Prioritizing leads based on intent, fit, and timing, and adapting your approach based on the signals you see
- Executing short, high-intent, omnichannel follow-up, using email, phone, LinkedIn, video, and other channels to create momentum
- Light multi-threading to validate decision-makers or expand context when necessary
- Communicating clearly and consistently with AEs, providing crisp notes, key insights, and relevant discovery details
- Maintaining exceptional CRM hygiene, capturing conversations, decision criteria, buying signals, and prospect motivations
- Identifying patterns across inbound funnels and sharing insights with Sales Leadership and Marketing to improve conversion quality
- Meeting and exceeding monthly inbound pipeline targets, with full ownership of your performance and daily discipline in your process
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
- Step 1: Chat with Lavita our Talent Acquisition Manager
- Step 2: Meet Ryan, Senior Manager, Business Development
- Step 3: Present your case study to members of our Sales and Partnerships leadership team
- Step 4: Meet with a future colleague from our sales team
- 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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