Business Development Representative, Auto Retail
4 weeks ago
Upstart is a leading AI lending marketplace that partners 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 delivering a digital-first lending experience that meets customer demands.
With over two-thirds of Upstart loans approved instantly and fully automated, the company is revolutionizing the lending industry. Upstart is a digital-first company, allowing most employees to work remotely across the United States. However, the company also has offices in San Mateo, California; Columbus, Ohio; and Austin, Texas.
The TeamUpstart's Auto Retail team is building the future of car buying. We believe that seamless, digital experiences should be carried over to auto retail and integrated with the showroom experience at dealerships. Think of it as the perfect combination of Apple's intuitive online-to-in-store shopping, Amazon's obsession with convenience and seamless operations, and AI's ability to streamline and enhance the lending experience-all applied to car shopping.
Our Auto Retail Sales Development team is responsible for lead generation. They seek out new opportunities to reach dealerships and sell Upstart's suite of AI-enabled product offerings that will help dealerships provide customers with a better experience and improve profitability.
Job SummaryAs a Business Development Representative on the Auto Retail team at Upstart, you'll be responsible for driving revenue by prospecting and building pipelines with automotive dealerships. You'll be an energetic, committed, and over-achieving sales professional who is passionate about bringing value-added solutions to customers.
In addition to your core responsibilities, you'll also play a pivotal role in partnering with marketing, executive teams, and the OEM team on driving strategic initiatives and identifying key accounts. This is a great opportunity for candidates who want to work in a fast-paced environment, make a big impact, grow, and win as a team to scale a growing business.
Key Responsibilities- Account research: Research target dealerships and identify key decision-makers to better tailor messaging.
- 1:1 sales prospecting: Deliver compelling, personalized messages and offers via daily cold calls and emails to key personas such as the General Manager, General Sales Manager, Dealer Principle, and Directors of Marketing.
- Inbound lead follow-up: In partnership with marketing, follow-up with marketing-qualified leads generated from the website and marketing campaigns in a timely manner.
- Sales partnership: Coordinate with account executives to align on target accounts, handoff leads, share prospect insights, and prepare for first meetings.
- Structured lead management: Consistently update account and lead information and assist the operations team on data cleanup within the CRM system and support weekly reporting efforts.
- Market insights: Provide 'voice of customer feedback and competitive insights to sales, marketing, and OEM teams to improve go-to-market strategy.
Bachelor's degree in business or a related field is preferred. At least 6+ months of Enterprise software/SaaS B2B sales development experience, including cold calling and email outreach. A track record of measurable success in 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 with a strong sense of ownership, accountability, and a desire to continually improve.
Exceptional writing skills and verbal communication skills to engage prospective customers. Strong organizational and time management skills to prioritize daily and weekly activities, specifically following up with leads in a structured manner. Natural teamwork skills to collaborate with marketing and sales colleagues. Passion for having an impact on demand generation and sales growth. Familiarity with sales development tools such as Outreach, Connectandsell, Zoominfo, and Sendoso. Previous experience within the automotive industry is a plus.
What You'll LoveCompetitive 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, and ergonomic reimbursement programs. Social activities including team events and on-sites, 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.
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