Director, Business Development

About Blue J

Blue J is the leading solution in generative AI for tax experts. We’re a B2B SaaS company whose customers are accountants and lawyers, and our AI-tax research software is the best in the market. We are racing ahead with an exciting product development roadmap to continue to delight our customers and to ensure that our users can generate the very best possible tax research answers in the service of their clients in record time.

Since launching our flagship Generative AI product, we have blown past our revenue targets quarter over quarter, and are looking for a Director, Business Development to help us scale. We’ve also just announced our Series C funding and are looking for someone to help drive our growth, scale our efforts, and seize new opportunities in this exciting phase!

A Note on Location

We are excited to meet with qualified candidates and are grateful for everyone’s interest, however this is a hybrid position that requires applicants to be within commuting distance of Toronto and available to be onsite 3 or more days per week. All candidates must be eligible to work in Canada.

The Opportunity

We’re looking for a dynamic and driven Director of Business Development to join our growing team and report directly to our Chief Revenue Officer, Sean Erjavec. This is an exciting opportunity for a true "player-coach" who thrives in a fast-paced, high-volume sales environment and is ready to make a significant impact on both individual and team success.

In this role, you’ll take a hands-on approach, managing and mentoring an initial team of 5 (including SMB Account Executives and BDRs), while also actively contributing to closing deals and driving revenue. 

Our ideal candidate is highly motivated, sales-focused, and excels at managing high-volume deals. You’ll be instrumental in building a results-oriented, collaborative team culture, while also developing strategies to drive business growth and customer success.

Our ideal candidate is inspired by our mission and motivated to thrive in a fast-paced, innovative, and rapidly growing company. You’ll be instrumental in building a results-oriented, collaborative team culture while also developing strategies to drive business growth and ensure customer success.

What You'll be Doing

• Manage, mentor, and develop a team of Business Development Representatives (BDRs) and SMB Account Executives, currently an initial team of 5, with plans to grow further.
• Act as a "player-coach," actively participating in closing deals to lead by example and support the team.
• Develop and execute inbound and outbound sales strategies to maximize pipeline generation, conversion rates, and overall revenue growth.
• Oversee and optimize the lead qualification process, ensuring a seamless transition from prospecting to closing.
• Monitor individual and team KPIs, providing coaching and feedback to ensure targets are consistently met or exceeded.
• Oversee accurate reporting of leads, pipeline, and forecasts on a regular basis.
• Develop and implement training and coaching plans to ensure your team is equipped with the skills, tools, and confidence needed to succeed.
• Work closely with marketing, product, and customer success teams to align sales efforts with broader company objectives and ensure a cohesive customer journey.
• Continuously refine sales processes, tools, and methodologies to enhance efficiency and effectiveness.
• Stay informed on industry trends and customer needs to drive strategic decision-making and maintain a competitive edge.

What You Offer Blue J

• You bring 7+ years of experience in sales, with at least 3 years in a leadership role managing BDRs or SMB sales teams.
• You have a strong track record of thriving in fast-paced sales environments and consistently meeting or exceeding revenue targets.
• You’re experienced with both inbound and outbound sales strategies, from lead generation to pipeline management and closing deals.
• You excel at creating and implementing training and coaching programs that empower your team to grow and succeed.
• You know how to foster a collaborative, results-driven culture, inspiring your team to deliver their best work.
• You’re great at building relationships across teams and with customers, and you bring exceptional communication and interpersonal skills to the table.
• You know how to use metrics to optimize performance, and drive results.
• You’re not afraid to roll up your sleeves, contribute directly to sales efforts, and find practical solutions to challenges.

What We Offer You

• An incredibly exciting and rare opportunity to be an early employee building out the sales function at a rapidly growing company. We’re building a revolutionary tool from the ground up, and you will have a meaningful role in shaping the team that builds it.
• We are flexible! While you’ll primarily be working on-site in our downtown Toronto office to support team collaboration, you’ll also have the flexibility to work from home 1-2 days per week.
• We’re well-funded and offer competitive base salaries and stock options. You’ll play a crucial role in our growth, and it’s important to us that you share in our long-term success.
• We care about you as a whole person. You’ll have a healthy work/life balance and colleagues who respect it. We’ve mindfully put together a great benefits package that covers you and your family.
• We’ve got an amazing team. We’re mission-driven and motivated by success, but we’re friendly, we’re collaborative, and we care about each other.
• We’ve got all the start-up perks you’d expect, and are intentionally building a culture where you can pickleball if you want, feel safe to be yourself at work, and watch your career grow because your team has invested in you.

The Core Values That Define Our Culture

• We are customer-focused
• We put the team interest before self-interest
• We are pleasant and playful
• We are open to better ideas
• We deliver on our promises
• We solve the toughest problems

What to Expect in the Interview Process

• We anticipate a high volume of applicants for this role. We are so excited to grow our team, and can't wait to find our perfect match! We’re aiming for a strong start in Q1 and will be reviewing resumes and scheduling interviews before the holidays. We will do our very best to get back to all candidates by January 10th. All candidates must be eligible to work in Canada, and live within reasonable commuting distance of our Toronto office for in person meetings.

• Interview Process

• Step 1: Chat with Deb, our Director of Talent Acquisition

• Step 2: Meet Sean, our CRO

• Step 3: Present your ideas to Sean and other stakeholders

• Step 4: Connect with an Account Executive on the team

• Step 5: Wrap up with Ben, our CEO