Business Development Representative
About Upstart
Upstart is a leading AI lending marketplace partnering 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 simultaneously delivering the exceptional digital-first lending experience their customers demand. More than two-thirds of Upstart loans are approved instantly and are fully automated.
Upstart is a digital-first company, which means that most Upstarters can live and work anywhere in the U.S. We also have offices in San Mateo, CA and Columbus, OH.
Most Upstarters join us because they connect with our mission of enabling access to effortless credit based on true risk. If you are energized by the impact you can make at Upstart, we’d love to hear from you!
The Team
The Lending Partnerships Business Development team seeks out new opportunities to reach consumer banks & credit unions in an effort to grow our business. We'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 targets. Alongside our Lending Partnerships team, they enable Upstart to continue to grow our strategic lending partnerships. As a Business Development Representative at Upstart, you will be responsible for developing leads and building the sales pipeline in partnership with the marketing and sales teams, while pioneering a new market segment within the consumer banking market. You are someone who has good sales acumen, is well-organized and structured in your efforts, and can effectively write to and engage with senior bank executives.
This is a great opportunity for candidates who want to work in a fast-paced environment, make a big impact and win as a team to scale a growing business.
Position Location - This role is available in the following locations: Remote
Travel Requirements - This team has regular on-site collaboration sessions. These occur quarterly at the San Mateo or Columbus office. If you need to travel to make these meetups, Upstart will cover all travel related expenses.
How you’ll make an impact:
- Account-based sales development: Research, prospect and qualify named target accounts using a strategic, focused approach that values “quality over quantity”
- Account research: Research target companies and identify key decision makers to better tailor lead follow-up and outreach.
- 1:1 sales prospecting: Deliver compelling, personalized messages and offers to key personas such as the CEO, head of consumer banks/credit unions, and head of consumer lending to secure first meetings.
- Inbound lead follow-up: In partnership with demand generation marketing, follow-up with qualified leads generated from the website and marketing campaigns in a timely manner.
- Sales partnership: Coordinate with sales representatives to align on target accounts, handoff leads, share prospect insights, and prepare for first meetings.
- Marketing support: Represent Upstart at conferences and virtual events to engage and qualify prospective customers.
- Market insights: Provide “voice of customer ”feedback and competitive insights to sales, marketing and product teams to improve the offering and go-to-market strategy.
What we’re looking for:
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Minimum qualifications:
- A bachelor’s degree in business or a related field is preferred
- At least 1 year 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 outbound 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.
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Preferred qualifications:
- Experience selling and marketing to the financial services and banking industry is a plus
- 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
What you'll love:
- Competitive 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 & ergonomic reimbursement programs
- Social activities including team events and onsites, 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
#LI-Associate
At Upstart, your base pay is one part of your total compensation package. The anticipated base salary for this position is expected to be within this range. Your actual base pay will depend on your geographic location–with our “digital first” philosophy, Upstart uses compensation regions that vary depending on location. Individual pay is also determined by job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.
In addition, Upstart provides employees with target bonuses, equity compensation, and generous benefits packages (including medical, dental, vision, and 401k). Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. The salary listed below for sales roles is On Target Earnings which includes both salary and commission, assuming 100% target achievement.
Upstart is a proud Equal Opportunity Employer. We are dedicated to ensuring that underrepresented classes receive better access to affordable credit, and are just as committed to embracing diversity and inclusion in our hiring practices. We celebrate all cultures, backgrounds, perspectives, and experiences, and know that we can only become better together.
Upstart builds an AI-driven lending marketplace that simplifies borrowing for personal loans, auto refinancing, and debt consolidation. Focused on serving everyday Americans, Upstart leverages advanced technology to make credit more accessible and affordable. We're not just another loan provider; we're reshaping how people approach borrowing, creating a clearer path to financial empowerment.
- Founded
- Founded 2012
- Employees
- 500+ employees
- Industry
- Banks