Regional Director, Higher Education Sales in Carlsbad, California at VendorPanel - a Unimarket Company

About us

Unimarket are an award-winning SaaS technology specialising in Source-to-Pay (S2P) and Procure-to-Pay (P2P) software solutions and used by medium and large corporate organisations as well as local and state government. Our clients are in the US, Australia, Canada and New Zealand.

Our mission is to empower organisations to streamline procurement processes, improve supplier relationships, and unlock strategic value through technology. We work with clients across diverse industries, delivering innovative and efficient solutions that make procurement smarter, faster, and more transparent.

We are a people-centric culture and offer a family friendly work environment and the opportunity to take your career to the next level🚀

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 30–40% 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

• 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

• 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.

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.