Business Development Representative, Auto Retail
Headquarters: Austin, TX, USA | Remote
About Upstart
At Upstart, we’re united by a mission that matters: to radically reduce the cost and complexity of borrowing for all Americans. Every day, we bring creativity, experimentation, and advanced AI to reshape access to credit, helping millions move forward financially with clarity and confidence.
As the leading AI lending marketplace, we partner with banks and credit unions to expand access to affordable credit through technology that’s both radically intelligent and deeply human. Our platform runs over one million predictions per borrower using more than 3,000 signals, powering smarter, fairer decisions for millions of customers.
We’re proudly digital-first, giving most Upstarters the flexibility to do their best work from wherever they thrive. We’re intentional about in-person connection through team onsites, planning sessions, and moments that spark creativity and trust. Whether you choose to work primarily from home or collaborate in-person from one of our offices in Columbus, Austin, the Bay Area, or New York City, you’ll have the support to work in the way that works best for you.
The Team
Upstart’s Auto Retail team is building the future for car buying. We believe that AI-powered lending can help dealerships create a faster, more seamless financing experience for their customers while improving profitability. Upstart Auto Finance (UAF) gives dealership finance teams access to AI-powered credit decisioning that uses thousands of data points beyond traditional credit scores to help more car buyers access flexible financing options.
Our Auto Retail Sales Development team is responsible for lead generation. They seek out new opportunities to reach dealerships and introduce Upstart Auto Finance. They’re an analytical, ambitious team that brings a unique proposition to the industry and provides support in a number of ways to help hit sales pipeline generation targets.
The Role
As the Business Development Representative on the Auto Retail team, you'll be responsible for driving revenue by prospecting and building pipelines with automotive dealerships. You are an energetic, committed, over-achiever who is passionate about sales and bringing value-added UAF solutions to customers. You consistently exceed your quota and are always looking for ways to have a larger impact.
How You’ll Make an Impact
- Account research: Research target dealerships and identify key decision makers to better tailor messaging.
- 1:1 sales prospecting: Deliver compelling, personalized messages and offers via daily cold calls and emails to key personas such as the General Manager, General Sales Manager, Dealer Principle, and Directors of Marketing.
- Inbound lead follow-up: In partnership with marketing, follow-up with marketing qualified leads generated from the website and marketing campaigns in a timely manner.
- Sales partnership: Coordinate with account executives to align on target accounts, handoff leads, share prospect insights, and prepare for first meetings.
- Structured lead management: Consistently update account and lead information and assist the operations team on data cleanup within the CRM system and support weekly reporting efforts.
- Market insights: Provide “voice of customer” feedback and competitive insights to sales, marketing, and OEM teams to improve go-to-market strategy.
- Company support: Work closely with the Marketing and OEM teams on special projects to drive critical initiatives.
Minimum Qualifications
- Bachelor’s degree in business or a related field is preferred.
- At least 6+ months of Enterprise software / SaaS B2B sales development experience including cold calling and email outreach.
- A track record of measurable success in growing sales pipeline through a targeted account-based approach.
- Strong communication, analytical, and listening skills, with a positive and energetic phone presence.
- Strong work-ethic with a strong sense of ownership, accountability, and a desire to continually improve.
Preferred Qualifications
- Exceptional writing and verbal communication skills to engage prospective customers.
- Strong organizational and time management skills to prioritize daily and weekly activities.
- Natural teamwork skills to collaborate with marketing and sales colleagues.
- Passion for having an impact on demand generation and sales growth.
- Familiarity with sales development tools such as Outreach, Connectandsell, Zoominfo, and Sendoso.
- Previous experience within the automotive industry is a plus.
Logistics
- Position location: Austin, TX.
- Time zone requirements: The team operates on Central Time.
- In-Office requirements: This team has regular onsite collaboration sessions 3 days per week at one of Upstart’s offices. If you need to travel to make these meetups, Upstart will cover all travel-related expenses.
- Travel requirements: The majority of work can be accomplished remotely. Most teams meet once or twice per quarter for 2-4 consecutive days at a time.
Compensation
Anticipated Base Salary Range: $65,000 – $90,000 USD
Note: Actual base pay will depend on your geographic location. In addition, Upstart provides employees with target bonuses, equity compensation, and generous benefits packages.
What You’ll Love
- Competitive compensation, including base pay, bonus opportunities, and annual equity grants.
- Retirement benefits with a company match of $2 for every $1 contributed, up to $15,000 annually.
- Employee Stock Purchase Plan (ESPP) for eligible employees (US only).
- Comprehensive health coverage (medical, dental, vision) and wellness resources.
- Health Savings Account (HSA) contributions from Upstart for eligible plans (US only).
- Income protection benefits, including life insurance and disability coverage.
- Paid time off, sick leave, and company holidays.
- Paid family and parental leave.
- Family-centered benefits to support fertility, parenthood, and caregiving.
- Employee Assistance Program (EAP) for mental health support.
- Financial wellness resources and concierge service (US Only).
- Annual wellness and productivity allowances.
- Connection and community through team events and Employee Resource Groups (ERGs).
- Onsite perks, including catered lunches and fully stocked micro-kitchens in office locations.
Equal Opportunity
Upstart is a proud Equal Opportunity Employer. If you require reasonable accommodation in completing an application, interviewing, or otherwise participating in the employee selection process, please email candidate_accommodations@upstart.com.