Business Development Representative

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. But the numbers only hint at the impact. Every idea, every voice, and every contribution moves us closer to a world where credit never stands between people and their financial progress.

We’re proudly digital-first, giving most Upstarters the flexibility to do their best work from wherever they thrive, alongside teammates across 80+ cities in the US and Canada. Digital-first doesn’t mean distant. We’re intentional about in-person connection through team onsites, planning sessions, and moments that spark creativity and trust. And 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 (opening Summer 2026), you’ll have the support to work in the way that works best for you.

If you’re energized by tackling meaningful problems, excited to innovate with purpose, and motivated by work that truly matters, we’d love to hear from you.

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