Sales Development Manager

About Blue J

Blue J is the leading generative AI solution for tax professionals and one of Canada's fastest-growing AI companies. Headquartered in Toronto, we're a high-growth B2B SaaS company building industry-leading tax research software that helps accountants find accurate answers to complex tax questions with greater speed and confidence, supporting workflows across compliance, advisory, training, tax writing, and more.

Backed by a $176M USD Series E funding round, we're scaling rapidly across North America and the UK while continuing to push the boundaries of what's possible with AI. By combining advanced technology with deep tax expertise, we empower tax professionals to work more efficiently, make better decisions, and deliver greater value to their clients.

A Note on Location

This role is primarily hybrid, with the expectation of occasional in-person meetings at our Toronto office and some travel for conferences.

To help you get off to a great start, we bring all new team members together for their first three days of onboarding. If you’re based outside of our local commuting area, Blue J will arrange and cover your travel and accommodation.

The Opportunity

As SDR Manager, you'll lead the team that starts most of our sales conversations. You'll hire, coach and grow a team of Sales Development Representatives who book qualified meetings with accounting firms, corporate tax departments and law firms. You'll report to the VP, Sales Development and work closely with Sales, Marketing and RevOps.

What You’ll be Doing

• Lead and coach the team. Run 1:1s, call reviews and weekly coaching so every SDR improves quarter over quarter.
• Hire and onboard. Recruit top SDR talent and build an onboarding program that gets new reps productive fast.
• Own pipeline targets. Set goals for meetings booked and qualified opportunities, and hit them as a team.
• Build the playbook. Refine messaging, sequences and call scripts for tax and accounting buyers, and test what works.
• Partner across teams. Work with Marketing on inbound follow-up and campaigns, and with Account Executives on handoffs and lead quality.
• Run on data. Track activity, conversion and pipeline in the CRM, spot trends and act on them.
• Develop future sellers. Create clear career paths so SDRs grow into AE and leadership roles.

What You Offer Blue J

• Comfortable leveraging AI tools and emerging technologies to drive efficiency, improve workflows, and stay ahead of industry trends
• 3+ years in B2B SaaS sales development, with at least 1–2 years leading SDRs or BDRs
• A record of hitting or beating pipeline targets as a rep and as a leader
• Strong coaching skills: you can break down a call and help reps improve
• Experience hiring and onboarding sales talent
• Comfort with Salesforce, plus sales engagement tools like Gong
• Clear, confident writing and speaking
• A data-driven, test-and-learn approach to outbound

What We Offer You

• A mission-driven culture where your work directly advances clarity, efficiency, and accessibility in tax research.
• Competitive base salary, stock options, and benefits designed to support you and your family.
• Flexibility in how you work: primarily remote, with occasional travel to our Toronto office and conferences as needed.
• A collaborative, ambitious, and supportive team that values innovation, respect, and fun.
• The excitement of a fast-growing, well-funded company with clear momentum, and the resources to back bold initiatives.

Nice to have

• Experience selling to accounting firms, tax departments, legal or other professional services
• Background selling AI or other emerging technology
• Experience scaling an SDR team at a high-growth, venture-backed company
• Experience covering both the US and Canadian markets

How we'll measure success

In your first 90 days, you'll:

1. Get to know the team, our customers and the current inbound/outbound playbooks
2. Set clear targets and a regular coaching rhythm for every SDR
3. Ship at least one improvement to messaging, sequences or the AE handoff

Ongoing, you'll own:

• Qualified meetings and opportunities created against target
• Meeting-to-opportunity conversion rate
• Ramp time for new SDRs
• SDR retention and promotions into AE roles

The Core Values that Define Our Culture

• We are customer-focused
• We put team over self
• We are pleasant and playful
• We are open to better ideas
• We move fast and fix things

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. We appreciate your patience and look forward to connecting with you!

Interview Process

• Chat with our Senior Talent Acquisition Manager, Nancy
• Meet our VP, Sales Development, Meagan
• Present Case Study to our members on our Sales team
• Meet 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.

Compensation

The base pay range for this role is $100,000 to $115,000 CAD + variable per year.

This is a Level 4 in Blue J’s career level framework. We use levels to define the expected scope, autonomy, impact, decision-making, and experience for each role. Final compensation will be set fairly and thoughtfully based on experience, expertise, and alignment with the role’s responsibilities. While all candidates are expected to bring directly relevant experience, the top of the range is typically reserved for individuals who demonstrate exceptional depth in the role’s core competencies, a strong track record of impact in similar environments, and the ability to operate with a high degree of autonomy from day one.

How We Use AI in Our Hiring Process

To ensure transparency, we want candidates to know that Blue J uses AI-enabled tools within our applicant tracking system to help organize applications and highlight profiles that match the key requirements for each role.

AI does not make hiring decisions.

Every application is reviewed by a member of our Talent team, and all decisions throughout the process are made by humans.

We use these tools to support efficiency and consistency, not to replace human judgment and we’re committed to a fair, thoughtful, and equitable experience for every candidate.