Account Executive – Auto Retail
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Job Description
Account Executive responsible for introducing Upstart Auto Finance to dealerships. Driving partnerships and building relationships with dealer stakeholders to improve funding processes.
Responsibilities:
- Engage with dealerships in your assigned territory to introduce Upstart Auto Finance and demonstrate how AI-powered decisioning drives better approval outcomes and faster funding.
- Build and manage relationships with Dealer Principals, GMs, and F&I Directors, aligning UAF’s value to their front-end and back-end profit goals.
- Lead product demonstrations and discovery discussions that uncover dealer pain points — funding delays, approval gaps, and margin compression, and connect them to UAF’s unique value.
- Collaborate with your downstream partners to ensure a seamless transition from signed dealer to active, funded partner.
- Consistently exceed monthly and quarterly growth targets by maintaining a strong, consultative pipeline.
- Identify expansion opportunities within existing dealer groups, championing UAF across rooftops and brands.
Requirements:
- 5+ years of full-cycle sales experience with a leading auto dealership technology provider, lender, or B2B SaaS platform
- Proven ability to meet and exceed aggressive rooftop and adoption targets
- Strong understanding of dealership operations, particularly F&I, credit decisioning, and funding workflows
- Experience selling both in-person and remotely to executive-level dealership stakeholders (Dealer Principal, GM, GSM, F&I Director)
- Exceptional communication, discovery, and presentation skills - able to simplify complex ideas for diverse audiences
- This person must be based in California.
Benefits:
- 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
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