Business Development Representative, Auto Retail

Upstart • Austin, TX

1d • $65,000 - $90,000 • Hybrid

About The Position

Upstart’s Auto Retail team is building AI-powered financing experiences for car buying. Upstart Auto Finance gives dealership finance teams access to soft credit pulls, instant credit decisions, and automated pricing, helping them present competitive financing offers to more car buyers.

The Business Development Representative drives revenue by prospecting automotive dealerships and building sales pipelines. The role includes researching target accounts, reaching dealership decision makers through personalized cold calls and emails, following up with inbound leads, and coordinating with Account Executives. The representative also maintains CRM data, supports reporting, shares customer and competitive insights, and partners with Marketing, executive teams, and the OEM team on strategic initiatives and key accounts.

The role is listed for Austin, Texas, and the team operates in the Central time zone. The team has regular onsite collaboration sessions three days per week at an Upstart office. The posting also describes Upstart as digital-first, with most work able to be done remotely and regular in-person collaboration. The role’s anticipated U.S. remote base salary range is $65,000–$90,000; actual pay depends on location and job-related qualifications.

Requirements

• At least 6 months of Enterprise software/SaaS B2B sales development experience, including cold calling and email outreach.
• A track record of measurable success 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, ownership, accountability, and desire to continually improve.
• A bachelor’s degree in business or a related field is preferred.

Nice To Haves

• Exceptional writing and verbal communication skills for engaging prospective customers.
• Strong organizational and time-management skills, particularly for structured lead follow-up.
• Ability to collaborate naturally with Marketing and Sales colleagues.
• Passion for contributing to demand generation and sales growth.
• Familiarity with sales development tools such as Outreach, ConnectAndSell, ZoomInfo, and Sendoso.
• Previous experience in the automotive industry.

Responsibilities

• Research target dealerships and identify decision makers to tailor outreach.
• Prospect to key dealership personas, including General Managers, General Sales Managers, Dealer Principals, and Directors of Marketing, using personalized cold calls and emails.
• Follow up promptly with marketing-qualified leads generated through the website and campaigns.
• Coordinate with Account Executives on target accounts, lead handoffs, prospect insights, and first-meeting preparation.
• Update account and lead information, assist the operations team with CRM data cleanup, and support weekly reporting.
• Provide customer feedback and competitive insights to Sales, Marketing, and OEM teams to improve go-to-market strategy.
• Work with the Marketing and OEM teams on special projects and critical initiatives.
• Build sales pipeline with automotive dealerships and contribute to revenue growth.

Benefits

• Competitive compensation, bonus opportunities, and annual equity grants that vest quarterly.
• 401(k) or Group Retirement Savings Plan with a company match of $2 for every $1 contributed, up to $15,000 annually.
• Employee Stock Purchase Plan with discounted stock purchase options for eligible U.S. employees.
• Medical, dental, and vision coverage, wellness resources, and supplemental health coverage in Canada.
• Health Savings Account contributions for eligible U.S. plans.
• Life insurance and disability coverage.
• Paid time off, sick leave, and company holidays in line with local requirements.
• Paid family and parental leave.
• Family-centered fertility, parenthood, and caregiving benefits.
• Employee Assistance Program offering mental health support and life-centered resources.
• Financial wellness resources, including financial planning tools and a financial concierge service for U.S. employees.
• Annual wellness allowance for physical and emotional well-being and personal development.
• Annual productivity allowance for relevant tools and work resources.
• Team events, company updates, and employee resource groups.
• Catered lunches and stocked micro-kitchens at offices in the Bay Area, Austin, Columbus, and New York City.

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level