Business Development Representative

Upstart

7d•Remote

About The Position

Upstart's Auto Retail team is focused on building partnerships with auto dealerships to expand access to financing through Upstart Auto Finance (UAF). The team plays a critical role in connecting dealerships with our lending platform, helping drive adoption and revenue growth. As a Business Development Representative (BDR), you will focus on generating pipeline for the sales team by engaging dealership decision-makers and setting qualified meetings. This role is highly performance-driven and foundational to the success of the broader sales organization. You’ll work closely with experienced teammates and leadership in a structured environment designed to help you ramp quickly and build strong outbound sales skills.

Requirements

6+ months of experience in a Business Development Representative (BDR) or Sales Development Representative (SDR) role within a SaaS company
Experience conducting outbound prospecting activities, including cold calling and email outreach
Proven track record of meeting or exceeding activity or pipeline generation quotas
Use tools such as Nooks, Salesforce, Outreach, Sendoso, Zoominfo and Gong to execute outreach, review performance, and improve messaging
Experience communicating with external business stakeholders via phone and email

Nice To Haves

Strong phone communication skills, including ability to handle objections and guide conversations with prospective customers
Ability to manage time, prioritize outreach, and maintain consistent activity levels in a quota-driven environment
Experience learning and applying new tools and processes in a fast-paced sales environment
Knowledge of the automotive retail industry or experience working with auto dealerships
Interest in building a career in sales, with motivation to grow into closing roles over time

Responsibilities

Generate qualified pipeline by conducting high-volume outbound outreach (primarily phone, supported by email) to auto dealerships
Set meetings with key decision-makers, including General Managers, General Sales Managers, and Finance leaders
Manage a defined territory across dealership tiers and account segments, prioritizing outreach based on opportunity size and account data
Meet or exceed weekly and monthly pipeline and meeting quotas
Use tools such as Nooks and Gong to execute outreach, review performance, and improve messaging
Analyze call performance and incorporate feedback from coaching, call reviews, and role-play exercises to improve conversion rates
Partner with Account Executives to ensure smooth handoff of qualified opportunities
Continuously refine pitch delivery and objection handling through practice, shadowing, and feedback

Benefits

Competitive compensation, including base pay, bonus opportunities, and annual equity grants that vest quarterly
Generous 401(k) plan with Upstart matching $2 for every $1 contributed, up to $15,000 per year
Employee Stock Purchase Plan (ESPP) with discounted stock purchase options for eligible employees
Affordable medical, dental, and vision coverage, with multiple plan options - Upstart covers 90% to 100% of the cost depending on the plans you choose
Health Savings Account contributions from Upstart for eligible plans
Income protection benefits, including company-paid Basic Life, AD&D, and Short- and Long-Term Disability coverage, with options to purchase supplemental coverage
Paid time off, sick and safe time, and company holidays
Paid family and parental leave to support caregiving and major life moments
Family-centered benefits through Carrot and Cleo, supporting fertility, parenthood, and caregiving
Employee Assistance Program (EAP) offering mental health support and life-centered resources
Financial wellness resources, including access to financial planning tools and a financial concierge service
Annual wellness allowance to support your physical and emotional well-being and personal development, based on what matters most to you
Annual productivity allowance to invest in relevant tools and resources you need to do your best work, no matter where you work from
Connection and community through team events and onsites, all-company updates, and employee resource groups (ERGs)
Onsite perks, including catered lunches and fully stocked micro-kitchens when working from one of our four offices, located in the Bay Area, Austin, Columbus, and New York City (opening Summer 2026!).