Vice President, Sales at Blue J

Job description

About Blue J Blue J is the leading generative AI solution for tax professionals. As a B2B SaaS company, our customers are accountants and tax experts who rely on our market-leading software to deliver fast, accurate, and defensible answers to complex tax questions. Today, we support over 5,000 customers across the tax and accounting space. With the launch of our flagship generative AI product, we’ve consistently exceeded our revenue targets quarter over quarter and continue to accelerate our growth. Our product roadmap is ambitious, customer-focused, and designed to deliver exceptional value at speed. Backed by our $122M USD Series D funding , we’re racing ahead with an exciting product roadmap and are looking for Vice President, Sales to support our growth. Reporting directly to our CRO, this role will own both new logo and expansion motions while partnering closely with the broader GTM team to build repeatable processes, hire and develop talent, and deliver predictable ARR growth . A Note on Location We’re excited to meet with qualified candidates and are grateful for everyone’s interest. Candidates who are within driving distance of our Kitchener–Waterloo or Toronto offices will be expected to work from the office a couple of days each week. The role also includes occasional travel for industry events, trade shows, and conferences. All candidates must be eligible to work in Canada or the US. The Opportunity 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. What You’ll be Doing 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 What You Offer Blue J 10+ years in B2B SaaS sales leadership with progressive ma