Account Executive, Auto Retail

Upstart

6h•Remote

About The Position

Upstart is the leading AI lending marketplace partnering with banks and credit unions to expand access to affordable credit. By leveraging Upstart's AI marketplace, Upstart-powered banks and credit unions can have higher approval rates and lower loss rates across races, ages, and genders, while simultaneously delivering the exceptional digital-first lending experience their customers demand. More than 80% of borrowers are approved instantly, with zero documentation to upload. Upstart is a digital-first company, which means that most Upstarters live and work anywhere in the United States. However, we also have offices in San Mateo, California; Columbus, Ohio; Austin, Texas; and New York City, NY (opening Summer 2026). Most Upstarters join us because they connect with our mission of enabling access to effortless credit based on true risk. If you are energized by the impact you can make at Upstart, we’d love to hear from you! Upstart Auto Finance is reimagining how dealers structure, approve, and fund auto loans. Our mission is to bring modern technology, AI-driven credit decisioning, and seamless digital workflows to every dealership in America; helping dealers sell more cars, hold more gross, and fund faster. We believe that buying a car should feel as intuitive as shopping online, with the power of AI lending driving faster approvals, better customer experiences, and stronger dealer profitability. Think of it as the best of: Apple’s elegant customer experience Amazon’s frictionless operations Upstart’s industry-leading AI lending platform, all working together to modernize the auto finance process We’re expanding our reach in the retail and finance ecosystem, bringing Upstart’s proven AI credit decisioning to dealerships through Upstart Auto Finance (UAF), a first-look lending solution designed to streamline approvals, reduce friction, and unlock profit opportunities dealers didn’t think were possible. As an Account Executive on the Upstart Auto Finance Sales team, you’ll be responsible for introducing UAF to dealerships in your territory and driving new partnerships from first conversation through signed agreement. You’ll act as a consultant, helping dealers understand how AI-driven credit decisioning can improve their approval rates, funding speed, and profitability, while simplifying their operations. You’ll collaborate with internal teams like, Implementation, Dealer Launch, and Dealer Success, to ensure a smooth handoff and successful launch. This is a fast-paced, high-impact role where performance, discipline, and execution drive measurable growth.

Requirements

5+ years of full-cycle sales experience with a leading auto dealership technology provider, lender, or B2B SaaS platform
Proven ability to meet and exceed aggressive rooftop and adoption targets
Strong understanding of dealership operations, particularly F&I, credit decisioning, and funding workflows
Experience selling both in-person and remotely to executive-level dealership stakeholders (Dealer Principal, GM, GSM, F&I Director)
Exceptional communication, discovery, and presentation skills - able to simplify complex ideas for diverse audiences
This person must be based in California

Nice To Haves

Demonstrated success working cross-functionally with Dealer Success, Implementation, and Product teams to ensure dealer satisfaction and performance post-launch
Experience leveraging AI or data-driven technology solutions to improve business outcomes in the automotive or fintech space
Skilled at managing extended teams, including, DSM/DRMs, and support teams — to ensure a consistent dealer experience
A consultative selling style with strong discovery instincts, the ability to identify quantifiable pain, and a track record of turning insights into action

Responsibilities

Engage with dealerships in your assigned territory to introduce Upstart Auto Finance and demonstrate how AI-powered decisioning drives better approval outcomes and faster funding.
Build and manage relationships with Dealer Principals, GMs, and F&I Directors, aligning UAF’s value to their front-end and back-end profit goals.
Lead product demonstrations and discovery discussions that uncover dealer pain points — funding delays, approval gaps, and margin compression, and connect them to UAF’s unique value.
Collaborate with your downstream partners to ensure a seamless transition from signed dealer to active, funded partner.
Consistently exceed monthly and quarterly growth targets by maintaining a strong, consultative pipeline.
Identify expansion opportunities within existing dealer groups, championing UAF across rooftops and brands.

Benefits

Competitive Compensation (base + bonus & equity)
Comprehensive medical, dental, and vision coverage with Health Savings Account contributions from Upstart
401(k) with 100% company match up to $4,500 and immediate vesting and after-tax savings
Employee Stock Purchase Plan (ESPP)
Life and disability insurance
Generous holiday, vacation, sick and safety leave
Supportive parental, family care, and military leave programs
Annual wellness, technology & ergonomic reimbursement programs
Social activities including team events and onsites, all-company updates, employee resource groups (ERGs), and other interest groups such as book clubs, fitness, investing, and volunteering
Catered lunches + snacks & drinks when working in offices