Business Development Representative at Upstart in Remote

Summary: Upstart is on a mission to reduce the cost and complexity of borrowing for all Americans by leveraging advanced AI technology. The Business Development Representative will generate qualified leads by engaging with auto dealerships and setting meetings with key decision-makers, playing a crucial role in driving revenue growth for Upstart's Auto Retail team. Responsibilities: - 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 Required 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 Required Skills: Business Development Representative (BDR) experience, Sales Development Representative (SDR) experience, Outbound prospecting, Cold calling, Email outreach, Pipeline generation, Nooks, Salesforce, Sendoso, Zoominfo, Gong, Automotive retail industry knowledge, Objection handling Benefits: Competitive compensation, including base pay, bonus opportunities, and annual equity grants that vest quarterly, Generous 401(k) plan with Upstart matching $2 for every $1 contributed, up to $15,000 per year, Employee Stock Purchase Plan (ESPP) with discounted stock purchase options for eligible employees, Affordable medical, dental, and vision coverage, with multiple plan options - Upstart covers 90% to 100% of the cost depending on the plans you choose, Health Savings Account contributions from Upstart for eligible plans, Income protection benefits, including company-paid Basic Life, AD&D, and Short- and Long-Term Disability coverage, with options to purchase supplemental coverage, Paid time off, sick and safe time, and company holidays, Paid family and parental leave to support caregiving and major life moments, Family-centered benefits through Carrot and Cleo, supporting fertility, parenthood, and caregiving, 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, 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 and onsites, all-company updates, and employee resource groups (ERGs), Onsite perks, including catered lunches and fully stocked micro-kitchens when working from one of our four offices, located in the Bay Area, Austin, Columbus, and New York City (opening Summer 2026!)