Business Development Representative

About Upstart

At Upstart were 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 thats both radically intelligent and deeply human. Our platform runs over one million predictions per borrower using more than 1800 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.

Were 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 doesnt mean distant. Were 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) youll have the support to work in the way that works best for you.

If youre energized by tackling meaningful problems excited to innovate with purpose and motivated by work that truly matters wed love to hear from you.

About Prodigy

Upstart is building the future for car buying. Were 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 worlds 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 worlds largest industries. If that sounds exciting to you wed love to chat.

The Team:

Upstarts 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. Youll 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

Minimum Qualifications

• 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

Preferred Qualifications

• 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: Austin Texas. This is a hybrid role that has regular in-person engagement. .

What youll love

At Upstart our benefits are designed to support your health financial well-being family and personal growth. Heres what you can expect:

• Competitive compensation including base pay bonus opportunities and annual equity grants that vest quarterly
• Retirement benefits to help you plan for the future including a 401(k) or Group Retirement Savings Plan with a company match of $2 for every $1 contributed up to $15000 annually (USD in the US CAD in Canada)
• Employee Stock Purchase Plan (ESPP) with discounted stock purchase options for eligible employees (US only)
• Comprehensive health coverage designed to support you and your family including medical dental vision and wellness resources for US and supplemental health coverage for Canada.
• Health Savings Account contributions from Upstart for eligible plans (US only)
• Income protection benefits including life insurance and disability coverage for added financial security
• Paid time off sick leave and company holidays in line with local requirements
• Paid family and parental leave to support caregiving and major life moments (duration varies by country)
• Family-centered benefits to support fertility parenthood and caregiving needs
• Employee Assistance Program (EAP) offering mental health support and life-centered resources
• Financial wellness resources including access to financial planning tools and a financial concierge service (US Only)
• Annual wellness allowance to support your physical and emotional well-being and personal development based on what matters most to you
• Annual productivity allowance to invest in relevant tools and resources you need to do your best work no matter where you work from
• Connection and community through team events all-company updates and employee resource groups (ERGs)
• Onsite perks including catered lunches and fully stocked micro-kitchens when working from one of our offices in the Bay Area Austin Columbus and New York City (opening Summer 2026!)

For roles based in Canada please note that we are not currently able to hire in Quebec.

Upstart is a proud Equal Opportunity Employer. Just as we are dedicated to improving access to affordable credit for all we are committed to inclusive and fair hiring practices.

If you require reasonable accommodation in completing an application interviewing completing any pre-employment testing or otherwise participating in the employee selection process please email

Experience:

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