Business Development Representative

Upstart is building the future for car buying. We’re a fun-loving, hard working group of trail blazers who believe anything is possible with the right team.

A leading AI leading platform, and are now better positioned than ever to deliver on our mission to create the world’s best car buying experience with cutting-edge auto-retail software.

More than $1 trillion of cars are sold each year in the U.S., yet it consistently ranks as one of the worst consumer experiences in America. This is the perfect chance to get in early, help fix that, and make a big impact in one of the world’s largest industries. If that sounds exciting to you, we’d love to chat.

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.

• 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

• 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

• 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

Position location This role is available in the following locations: Preference of Austin, TX

Time zone requirements The team operates on the East - West coast time zones.

At Upstart, your base pay is one part of your total compensation package. The anticipated annualized base salary for this position is expected to be within this range. Your actual base pay will depend on your geographic location–with our “digital first” philosophy, Upstart uses compensation regions that vary depending on location.

Individual pay is also determined by job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.

In addition, Upstart provides employees with target bonuses, equity compensation, and generous benefits packages (including medical, dental, vision, and 401k). Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. The salary listed below for sales roles is On Target Earnings which includes both salary and commission, assuming 100% target achievement.