Account Manager, SMB

Blue J·October 7, 2026·

🌍 Hybrid · Ontario, CanadaFull-timeCustomer Support

💰 $160,000 – $190,000/yr

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At a glance

Who can apply

Canada

Work arrangement

Hybrid · Ontario, Canada

Employment type

Full-time

Experience

3+ years (as stated by the employer)

Salary

$160,000 – $190,000/yr · published by the employer

Checked against the employer's source on October 18, 2026. Details come from the employer's posting; confirm them on the application page.

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Job Description

About Blue J

Blue J is the leading generative AI solution for tax professionals and one of Canada's fastest-growing AI companies. Headquartered in Toronto, we're a high-growth B2B SaaS company building industry-leading tax research software that helps accountants find accurate answers to complex tax questions with greater speed and confidence.

Backed by a $122M USD Series D funding round, we're scaling rapidly across North America and the UK while continuing to push the boundaries of what's possible with AI. By combining advanced technology with deep tax expertise, we empower tax professionals to work more efficiently, make better decisions, and deliver greater value to their clients.

A Note on Location

The Opportunity

What You’ll be Doing

• 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

What You Offer Blue J

• 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

What We Offer You

• A high-impact role centered on growing and strengthening relationships with Blue J’s existing customers and supporting their long-term success.
• The opportunity to contribute to and help evolve Blue J’s expansion sales approach as the business continues to scale.
• A mission-driven culture focused on bringing clarity, efficiency, and accessibility to tax research for a diverse set of users and organizations.
• A competitive compensation package that includes base salary, commission, stock options, and comprehensive benefits.
• A collaborative and supportive team that values curiosity, respect, innovation, and learning, while making space for connection and fun.
• The opportunity to grow with a fast-growing, well-funded company, supported by a strong product and a highly engaged customer community.

The Core Values that Define Our Culture

• We are customer-focused
• We put team over self
• We are pleasant and playful
• We are open to better ideas
• We move fast and fix things

What to Expect in the Interview Process

Interview Process

• 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

How We Use AI in Our Hiring Process

Compensation