Business Development Representative

Upstart is an AI lending marketplace focused on reducing the cost and complexity of borrowing for Americans. The Business Development Representative will generate pipeline for the sales team by engaging dealership decision-makers and setting qualified meetings, playing a crucial role in the success of the broader sales organization.

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

Requirements:

• 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