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About the Role

Blue J is seeking a Vice President, Sales to report directly to the CRO. This role will own new logo and expansion motions, partner with the GTM team to build repeatable processes, hire and develop talent, and deliver predictable ARR growth. The ideal candidate will have experience leading SMB and Mid-Market sales organizations in a growth-stage environment.

Responsibilities

• Mentor and empower a team of 5 sales leaders responsible for new business acquisition and customer expansion.
• Grow the sales organization from ~20 to ~40 reps across new logo and expansion teams.
• Hire, onboard, and coach managers and individual contributors.
• Own strategy and execution for new logo acquisition and expansion motions.
• Own quota delivery for both new business and expansion; manage forecast, pipeline, win rates, ACV, and sales cycle.
• Implement scalable sales processes, playbooks, qualification framework, deal review cadence, and continuous training programs.
• Work closely with Marketing on demand generation and ABM, RevOps on forecasting & tooling, CS on handoffs and expansion plays, and Product on roadmap inputs.
• Define KPIs, dashboards, territory design, compensation plans, and CRM best practices with SalesOps.
• Recruit high-performing, diverse teams and foster a coaching culture with strong accountability and collaboration.
• Participate in strategic deals and executive relationships; ensure exceptional buyer and customer experience.

Requirements

• 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.
• Comfortable leveraging AI tools and emerging technologies to drive efficiency, improve workflows, and stay ahead of industry trends.
• All candidates must be eligible to work in Canada.
• All candidates must live within reasonable commuting distance of our Toronto and/or Kitchener-Waterloo offices for in person meetings.

Skills

• Sales Leadership
• B2B SaaS Sales
• Team Scaling
• New Logo Acquisition
• Customer Expansion
• Go-to-Market Strategy
• Sales Process Implementation
• Forecasting
• Pipeline Management
• Cross-functional Collaboration
• Data Analysis
• CRM Best Practices
• Hiring and Development
• Executive Presence
• AI Tools Utilization

Location

• Kitchener–Waterloo
• Toronto

Work Type

• Hybrid
• Occasional travel

Experience Level

• 10+ years in B2B SaaS sales leadership
• Level 7 in Blue J’s career level framework

Benefits

• Competitive base salaries
• Stock options
• Healthy work/life balance
• Great benefits package that covers you and your family
• Start-up perks
• Culture where you can be yourself
• Career growth opportunities

About the Company

• Blue J is the leading generative AI solution for tax professionals.
• We are a B2B SaaS company serving accountants and tax experts.
• Our customers rely on our market-leading software for fast, accurate, and defensible answers to complex tax questions.
• We support over 5,000 customers across the tax and accounting space.
• We have consistently exceeded revenue targets quarter over quarter with our flagship generative AI product.
• Our product roadmap is ambitious, customer-focused, and designed to deliver exceptional value at speed.
• We are backed by $122M USD Series D funding.

Equal Opportunity

• We believe our strength is built on diversity of thought, and encourage candidates from all backgrounds and experiences to apply.
• We value inclusiveness and are an equal opportunity employer.
• We do not discriminate based on race, religion, colour, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.