Regional Director, Higher Education Sales

Regional Director

As a Regional Director, you'll own the full customer lifecycle within your territory: winning new institutions to the Unimarket platform and then growing and expanding those relationships over time. You'll be the single point of accountability for revenue in your territory

from the first conversation through every stage of the customer relationship. Regional Directors report to the EVP of Sales and collaborate with all functional teams, including Sales and Sales Operations, Customer Success, Marketing, Product, and our Project Management team, to advance both new-business and existing-account growth. This is a remote position; you must reside within your assigned territory, which includes the Western half of the U.S. Expect approximately 3040% travel for prospect and customer visits and industry conferences.
These responsibilities may change from time to time to reflect the company's evolving requirements, your position, and our customers and suppliers.
New Business

Perform active networking, prospecting, and lead generation to build a pipeline of new-logo opportunities within your territory
Establish relationships with target personas, CFOs, controllers, CIOs, and procurement/finance leadership at prospective institutions
Perform discovery and related solution positioning across Unimarket's Sourcing, Contracts, Supplier Management, Purchasing, Invoicing, Expenses, and Payments product modules
Prepare proposals, assist with RFP responses, and negotiate new business agreements to close
Achieve revenue targets related to new-customer acquisition
Account Management & Expansion

Actively engage with the Customer Success team to identify opportunities to introduce additional products and grow revenue within existing accounts, including regular reviews of existing customer activity to understand usage patterns and growth potential
Develop and execute strategies to increase the number of products each existing customer uses and the revenue each generates
Maintain, foster, and leverage executive relationships at existing customer organizations to secure introductions that lead to new customers
Build and maintain a pipeline of expansion opportunities; prepare proposals and negotiate expansion agreements
Achieve revenue targets related to upselling and expansion within your existing customer base
Territory & Program Leadership

Maintain accurate and up-to-date records in HubSpot across both new-business and existing-account activity
Serve as a Unimarket ambassador to the market within your region and/or industry
Achieve and maintain a deep understanding of each Unimarket product module, its functionality, and value proposition, along with how the source-to-pay (S2P) process works within a typical customer organization
Achieve and maintain a high-level understanding of how Unimarket integrates with customer ERP/financial systems
Participate in the planning for Unimarket's participation in conferences and similar events, including pre-event, on-site, and post-event planning

and travel to attend
Participate in meetings, prepare reports, and perform other duties as requested
About You

5+ years of quota-carrying sales or account management experience, ideally in SaaS
Experience selling procurement, finance, or spend management technology strongly preferred
Higher education sector experience is a significant plus
Comfort owning both net-new sales and expansion/renewal motions with existing accounts
CRM proficiency (HubSpot experience a plus)
AI Literacy and adaptability - We use AI tools daily across functions - Claude, search, code generation, data analysis. You don't need expertise, but we expect you to:
Learn and adopt new tools quickly
Be curious and ask questions about how they work and where they add value
Experiment and iterate rather than accept outputs at face value
Stay current as the landscape shifts
Self-motivated, goal-oriented, curious, and competitive, with the ability to thrive under light supervision in a remote role
4-year degree in Business, Marketing, Information Technology, or a related field

or equivalent professional experience
Compensation & Benefits

Competitive base plus uncapped commission based on experience and location, inclusive of both new-business and expansion/renewal incentives.
Health coverage from day one - medical, dental, and vision
401(k) with company match - eligible immediately
3 weeks vacation, accruing from your first year
Monthly remote work stipend
Full details are outlined during the offer process.
A Note to Our Applicants

We welcome applications from people of all backgrounds and encourage candidates from marginalized communities to apply. If you need adjustments during the interview process, please let us know

we'll do our best to support you. Please note:
You must have the legal right to work in the US
A police record check will be required as part of the process.