Business Development Representative, Auto Retail

The Team: 

Upstart’s Auto Retail team is building the future for car buying. We believe that AI-powered lending can help dealerships create a faster, more seamless financing experience for their customers while improving profitability. Upstart Auto Finance (UAF) gives dealership finance teams access to AI-powered credit decisioning that uses thousands of data points beyond traditional credit scores to help more car buyers access flexible financing options.

Our Auto Retail Sales Development team is responsible for lead generation. They seek out new opportunities to reach dealerships and introduce Upstart Auto Finance, our AI-powered auto finance solution. UAF empowers dealership finance teams with soft credit pulls, instant credit decisions, and automated pricing to help them present more competitive offers to more car buyers. They’re an analytical, ambitious team that brings a unique proposition to the industry and provides support in a number of ways to help hit sales pipeline generation targets. Alongside the Account Executives, they will enable Upstart to continue to grow its customer base and drive revenue.

As the 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 are an energetic, committed, over-achiever who is passionate about sales and bringing value-added UAF solutions to customers. You consistently exceed your quota and are always looking for ways to have a larger impact. In addition to your core responsibilities, you’ll also get to 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.

How you’ll make an impact

• 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.
• Company support: Work closely with the Marketing and OEM teams on special projects to drive critical initiatives.

Minimum Qualifications 

• 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.

Preferred Qualifications

• 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 automotive industry a plus

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

Time zone requirements The team operates on the Central time zones. 

In-Office requirements.  This team has regular onsite collaboration sessions. These occur 3 days per week at one of Upstart’s offices. If you need to travel to make these meetups, Upstart will cover all travel related expenses.

Travel requirements As a digital first company, the majority of your work can be accomplished remotely. The majority of our employees can live and work anywhere in the U.S but are encouraged to to still spend high quality time in-person collaborating via regular onsites. The in-person sessions’ cadence varies depending on the team and role; most teams meet once or twice per quarter for 2-4 consecutive days at a time.

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