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Blue J Legal is a high-growth B2B SaaS company building generative AI-powered tax research software for accountants and tax professionals. Backed by $122M USD in Series D funding, the company is scaling rapidly across North America and the UK.
As an Expansion Account Manager, you will manage a portfolio of existing customer accounts with a focus on identifying and closing expansion opportunities. You'll work across the full expansion lifecycle—from discovery through value realization, negotiation, and close—building strong relationships with clients and helping them realize the full value of Blue J's products.
Key responsibilities include:
- Identifying, qualifying, and executing end-to-end expansion opportunities across your portfolio, driving upsell revenue from discovery through close
- Planning strategically within accounts by analyzing usage patterns, customer outcomes, and emerging needs
- Building trusted, consultative relationships with stakeholders ranging from day-to-day users to C-Suite decision makers
- Partnering with Customer Success, Product, Sales, and Marketing teams to build compelling business cases
- Leading expansion negotiations and navigating complex procurement cycles
- Contributing to expansion playbooks, messaging, and best practices as the team scales
- Staying current on industry trends and emerging technologies to proactively identify opportunities
You bring 5+ years of quota-carrying SaaS sales experience with demonstrated success driving expansion revenue through upsell, cross-sell, and renewals. You're comfortable in complex, multi-stakeholder environments, excel at consultative selling, and can translate technical concepts into compelling business value. You're data-informed, highly organized, self-directed, and comfortable leveraging AI tools to drive efficiency.
Blue J offers a competitive compensation package including base salary, commission, stock options, and comprehensive benefits. The role is hybrid, requiring on-site presence in Toronto at least 3 days per week. You'll join a mission-driven, collaborative culture focused on bringing clarity and efficiency to tax research.
