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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


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.

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CEO of Blue J
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Benjamin Alarie
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What You Should Know About Director, Business Development, Blue J

Join Blue J as the Director of Business Development in Toronto and be a part of an exhilarating journey in the world of generative AI for tax experts. We are the leading B2B SaaS company, providing a cutting-edge AI-tax research software that is revered by accountants and lawyers alike. With our innovative product development roadmap underway and having recently secured Series C funding, we're all set for explosive growth. As the Director of Business Development, you’ll be stepping into a high-energy environment where your leadership will shine as you mentor a team of Business Development Representatives and SMB Account Executives. This role isn’t just about strategy; it’s about being a

Frequently Asked Questions (FAQs) for Director, Business Development Role at Blue J
What are the key responsibilities of the Director, Business Development at Blue J?

As the Director, Business Development at Blue J, you will manage and mentor a growing team of Business Development Representatives and SMB Account Executives. Your key responsibilities include developing and executing sales strategies, overseeing the lead qualification process, monitoring team KPIs, and ensuring a collaborative culture that drives revenue growth while actively participating in closing deals.

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What qualifications are required for the Director, Business Development role at Blue J?

To apply for the Director, Business Development position at Blue J, you should have at least 7 years of experience in sales, with 3 years in a leadership role specifically managing BDRs or SMB sales teams. Strong interpersonal skills, a proven record of exceeding revenue targets, and experience in fast-paced sales environments are essential for this position.

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How does the Director, Business Development contribute to Blue J's growth?

The Director, Business Development contributes to Blue J's growth by developing effective inbound and outbound sales strategies, optimizing the lead qualification process, and mentoring a team that directly drives revenue. This role also involves collaborating with marketing and product teams to enhance customer success and ensure a seamless buyer journey.

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What kind of work culture can the Director, Business Development expect at Blue J?

At Blue J, the work culture is collaborative, results-oriented, and welcoming. The company values diverse perspectives and encourages a friendly environment where team members support each other and contribute to common goals. As a Director, you will foster this culture while implementing strategies that drive both individual and team success.

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What benefits can I expect as the Director, Business Development at Blue J?

As a key player at Blue J, you can expect a comprehensive benefits package that includes competitive salaries, stock options, and a supportive work-life balance. The company prioritizes employee well-being and growth, ensuring that you feel valued and empowered to succeed.

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Common Interview Questions for Director, Business Development
Can you describe your leadership style as a Director of Business Development?

In response to this question, emphasize your hands-on approach and how you balance mentoring with being a proactive contributor. Mention your focus on fostering a collaborative team environment where individual strengths are recognized while driving overall performance.

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How do you develop an effective sales strategy?

Discuss your methodology for analyzing market trends and understanding customer needs. Highlight your experience with creating both inbound and outbound strategies that align with overall business objectives and increase revenue growth.

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What metrics do you use to monitor sales performance?

Mention key performance indicators such as conversion rates, pipeline generation, and average deal size. Explain how you use data to inform decisions, provide feedback, and enhance team productivity.

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How would you approach mentoring a new team member?

Talk about your personalized approach to mentorship, focusing on understanding each team member's strengths and challenges. Highlight your strategies for providing constructive feedback and encouraging continuous learning.

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Describe a time when you successfully closed a major deal.

Share a relevant story that illustrates your negotiation skills, persistence, and ability to build relationships with clients. Focus on the tactics you employed that led to closing the deal.

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How do you handle objections from potential clients?

Explain your approach to listening, empathizing, and providing tailored solutions that address client concerns. Provide examples of how you turn objections into opportunities.

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What role does collaboration play in your success as a Director?

Emphasize the importance of cross-team collaboration in achieving sales objectives. Provide examples of how you have worked with marketing, product, and customer success teams to enhance the buyer experience.

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How do you ensure your team remains motivated and engaged?

Discuss the creative ways you’ve implemented recognition programs, team-building activities, and professional development opportunities to keep motivation high and promote a positive work environment.

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What strategies do you use to improve lead generation?

Outline your approach to enhancing lead generation through targeted campaigns, leveraging social media, and optimizing the sales funnel while utilizing data analysis to refine processes.

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What do you see as the biggest challenge in business development today?

Discuss current industry trends or challenges such as changing customer expectations or rapid technological advancements. Share your insights on how to adapt strategies to overcome these hurdles.

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To bring absolute clarity to the law, everywhere and on-demand.

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Full-time, hybrid
DATE POSTED
December 22, 2024

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