Vice President, Sales

Blue J•Toronto, ON

20h•Hybrid

About The Position

Blue J is a leading generative AI solution for tax professionals, operating as a B2B SaaS company. Their customers are accountants and tax experts who use Blue J's software for complex tax questions. The company has over 5,000 customers and has experienced significant revenue growth following the launch of its generative AI product. With $122M USD in Series D funding, Blue J is seeking a Vice President, Sales to support its growth. This role reports to the CRO and will be responsible for new logo acquisition and expansion, building repeatable processes, hiring and developing talent, and driving predictable ARR growth.

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.
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.
Must be eligible to work in Canada.
Must live within reasonable commuting distance of Toronto or Kitchener-Waterloo offices.

Nice To Haves

Familiarity with enterprise procurement and security/compliance requirements is an asset.

Responsibilities

Mentor and empower a team of 5 sales leaders responsible for new business acquisition and customer expansion, fostering a high-accountability, high-performance culture centered around coaching, collaboration, and operational excellence.
Grow the sales organization from approximately 20 to 40 reps across new logo and expansion teams, including hiring, onboarding, and coaching managers and individual contributors.
Own strategy and execution for new logo acquisition and expansion motions.
Own quota delivery for both new business and expansion, managing forecast, pipeline, win rates, ACV, and sales cycle.
Work with sales enablement to implement scalable sales processes, playbooks, qualification framework, deal review cadence, and continuous training programs.
Collaborate with Marketing on demand generation and ABM, RevOps on forecasting & tooling, CS on handoffs and expansion plays, and Product on roadmap inputs.
Work with SalesOps to define KPIs, dashboards, territory design, compensation plans, and CRM best practices to ensure data-driven decision making.
Recruit high-performing, diverse teams and foster a coaching culture with strong accountability and collaboration.
Participate in strategic deals and executive relationships to ensure exceptional buyer and customer experience.