Overview of the Role
The Account Executive serves as Tru’s consultative sales executive, responsible for identifying, developing, and closing new client partnerships across Tru’s core verticals - Higher Education, Academic Medical Centers, and Public Sector.
Reporting to the Vice President, Growth and Market Strategy, this role combines strategic business development with deep relationship management, helping Tru expand its footprint as the most trusted Anaplan partner driving institutional transformation.
The Account Executive will be accountable for the full sales cycle for net new logo acquisition - from prospecting to solution scoping and contract negotiation - while partnering cross-functionally to ensure seamless delivery handoff and client success.
Key Responsibilities
Consultative Sales & Business Development
- Identify, pursue, and close new client partnerships within assigned verticals and territories.
- Lead with a consultative, problem-solving approach - positioning Tru’s Anaplan-enabled solutions to address strategic, financial, and operational challenges.
- Develop deep understanding of client business models and strategic priorities to drive meaningful transformation conversations.
- Maintain active prospect pipelines and quarterly bookings goals aligned with corporate targets.
Relationship Building & Market Engagement
- Cultivate strong relationships with senior decision-makers across Higher Education, AMC, and Public Sector clients.
- Represent Tru at industry events, conferences, and partner engagements to build brand visibility and credibility.
- Partner closely with Marketing on ABM campaigns and targeted event strategies.
- Engage collaboratively with Tru’s Anaplan ecosystem partners to align joint go-to-market efforts and referral opportunities.
Collaboration & Handoff
- Work cross-functionally with Delivery and Client Success teams to scope accurate, achievable solutions.
- Ensure a smooth client handoff by providing complete opportunity context, solution architecture, and relationship background.
- Collaborate with Finance and People Ops to support accurate forecasting and resourcing.
Sales Process & Reporting
- Own the full sales lifecycle in HubSpot CRM - from qualification through close.
- Maintain up-to-date opportunity data, forecast accuracy, and call notes.
- Track KPIs (win rate, deal velocity, conversion ratios) and provide insight into pipeline trends.
- Contribute to ongoing process improvements and GTM refinements.
Qualifications
Education
- Bachelor’s degree in business, Marketing, or related field required.
Experience
- 7+ years of experience in B2B consultative sales, ideally within professional services, SaaS, or technology consulting.
- Proven success managing full-cycle sales and achieving or exceeding revenue goals.
- Experience selling into complex, multi-stakeholder environments (education, healthcare, or public sector preferred).
- Familiarity with financial or operational planning software (Anaplan experience a strong plus).
- Skilled in relationship management, storytelling, and executive communication.
