Sales Development Representative (SDR) at Blue J

Toronto, Ontario, Canada -

Full Time

Start Date

Immediate

Expiry Date

26 Feb, 26

Salary

0.0

Posted On

28 Nov, 25

Experience

0 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Sales Development, Inbound Sales, Discovery Calls, CRM Management, Value-Based Selling, Communication, Team Collaboration, Adaptability, Customer Focus, Commercial Thinking, Curiosity, Resilience, Accountability, Problem Solving, Learning Agility, Empathy

Industry

Information Technology & Services

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. 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. On the heels of our $122M USD Series D funding, we’re racing ahead with an exciting product roadmap, and we’re looking for a Sales Development Representative (SDR) to help fuel our next stage of growth. The Opportunity We’re looking for an SDR who’s excited to be on the front lines of a fast-growing AI company and wants to make an immediate impact. Your primary focus is owning and converting inbound sales leads across all segments, while supporting inbound opportunities from partnerships, marketing, and other GTM channels. Your mandate is simple but high-impact: convert interest into high-quality, insight-driven opportunities. You’ll be the first human interaction many prospects have with Blue J, which means you’ll set the tone for the entire customer journey. You’ll engage inbound leads quickly, run structured discovery, understand their context, and guide them to the right next step. This role requires curiosity, discipline, commercial thinking, and the ability to communicate value with clarity and confidence. If you thrive in fast-moving environments, love learning through doing, and want to help shape a key part of our revenue engine, this is a rare opportunity to grow your career at Blue J. A Note on Location We are excited to meet with qualified candidates and are grateful for everyone’s interest. Please note that this is a hybrid position requiring candidates to be on-site in Toronto 3 days per week. Additionally, there will be occasional travel for conferences. All candidates must be eligible to work in Canada. What to Expect Your onboarding will be structured, fast-paced, and intentionally challenging. You will develop a sophisticated understanding of our market, product, and customers through guided training, shadowing, and hands-on practice. By the end of onboarding, you will have: Shadowed multiple high-quality discovery calls and demos to understand how top performers interact with senior decision-makers. Mastered our inbound qualification frameworks and discovery approach Completed a mock discovery session to demonstrate your understanding of value-based selling. Developed the ability to identify key signals, compelling events, and when a prospect is ready for an AE handoff Overall, your role will involve: Owning inbound lead from first touch to qualified opportunity, ensuring fast, thoughtful responses that reflect professionalism and credibility. Running structured, insight-driven discovery to understand a prospect’s role, context, pain points, and urgency before handing off to an AE. Connecting a prospect’s current state to their desired future state, and assessing whether Blue J can meaningfully bridge that gap. Prioritizing leads based on intent, fit, and timing, and adapting your approach based on the signals you see. Executing short, high-intent, omnichannel follow-up, using email, phone, LinkedIn, video, and other channels to create momentum. Light multi-threading to validate decision-makers or expand context when necessary. Communicating clearly and consistently with AEs, providing crisp notes, key insights, and relevant discovery details. Maintaining exceptional CRM hygiene, capturing conversations, decision criteria, buying signals, and prospect motivations. Identifying patterns across inbound funnels and sharing insights with Sales Leadership and Marketing to improve conversion quality. Meeting and exceeding monthly inbound pipeline targets, with full ownership of your performance and daily discipline in your process. What You Offer Blue J You may be early in your career, but you’re hungry to break into GTM roles and ready to put in the work. Whether you’ve just graduated or are transitioning from another field, what matters most is your drive, curiosity, and commitment to mastering the craft. You’re resilient. You handle rejection with perspective and discipline, treating each “no” as a chance to learn, refine your approach, and improve outcomes. You’re driven. You set ambitious targets for yourself and stay motivated to achieve them, consistently pushing for progress and results. You take responsibility for outcomes, not just tasks. You follow through on commitments and are comfortable rolling up your sleeves to deliver on short timelines with startup resources. You have business acumen. You’re comfortable discussing product differentiators and value propositions with senior decision-makers, and can articulate value clearly using well-reasoned insights. You have intellectual curiosity. You’re eager to test new sales techniques, connect information across conversations and industries, and bring a personal commitment to continuous learning and improvement. You’re a team player with empathy for colleagues and customers. You’re driven by competition but never at the expense of your team. You seek out opportunities to collaborate cross functionally and build relationships. You're adaptable. You understand that growth stage companies are constantly evolving, and you need to be flexible in your approach and expectations. You are open-minded and positive, seeing the opportunity and excitement in periods of growth and change. You’re accountable. You do what you say you’re going to do, and are comfortable rolling up your sleeves to get deep into the numbers, track down the data, and deliver on short timelines with the resources of a startup company. You’re customer-obsessed. You deeply understand and care about our product’s value, who loves it, and why Blue J is the best and only option. You're excited about what we’re doing! You want to be an early contributor to one of Canada’s rapidly growing companies and are genuinely invested in sharing in our success! What We Offer You Clear career growth, our last five BDRs were promoted to AE roles after consistently exceeding targets for a year. An incredibly exciting and rare opportunity to be an early team member shaping 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’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 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 tough problems What to Expect in the Interview Process We anticipate a high volume of applicants for this role and are excited to grow our team. A human will review each application and get back to you as soon as possible. Interview Process Step 1: Chat with Lavita our Talent Acquisition Manager Step 2: Meet Ryan, Senior Manager, Business Development Step 3: Present your case study to members of our Sales and Partnerships leadership team Step 4: Meet with a future colleague from our sales team Step 5: Wrap up with Ben, our CEO 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. We strive to create an inclusive and accessible hiring experience for all candidates. If you need any accommodations during the interview process, please let us know in your application. Our team is dedicated to providing the necessary support and making reasonable adjustments to ensure a smooth process for everyone.

Responsibilities

The Sales Development Representative (SDR) will own and convert inbound sales leads while supporting opportunities from various channels. This role involves engaging leads, running structured discovery, and guiding prospects to the right next steps.