Account Executive- Auto Retail

About Upstart

At Upstart, we’re 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 that’s both radically intelligent and deeply human. Our platform runs over one million predictions per borrower using more than 3,000 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.

We’re 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 doesn’t mean distant. We’re 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, you’ll have the support to work in the way that works best for you.

If you’re energized by tackling meaningful problems, excited to innovate with purpose, and motivated by work that truly matters, we’d love to hear from you.

The Team:

Upstart Auto Finance is reimagining how dealers structure, approve, and fund auto loans. Our mission is to bring modern technology, AI-driven credit decisioning, and seamless digital workflows to every dealership in America; helping dealers sell more cars, hold more gross, and fund faster.

• We believe that buying a car should feel as intuitive as shopping online, with the power of AI lending driving faster approvals, better customer experiences, and stronger dealer profitability.
• Think of it as the best of:

Apple’s elegant customer experience

Amazon’s frictionless operations

• •Upstart’s industry-leading AI lending platform,
• all working together to modernize the auto finance process

We’re expanding our reach in the retail and finance ecosystem, bringing Upstart’s proven AI credit decisioning to dealerships through Upstart Auto Finance (UAF), a first-look lending solution designed to streamline approvals, reduce friction, and unlock profit opportunities dealers didn’t think were possible.

As an Account Executive on the Upstart Auto Finance Sales team, you’ll be responsible for introducing UAF to dealerships in your territory and driving new partnerships from first conversation through signed agreement. You’ll act as a consultant, helping dealers understand how AI-driven credit decisioning can improve their approval rates, funding speed, and profitability, while simplifying their operations. You’ll collaborate with internal teams like, Implementation, Dealer Launch, and Dealer Success, to ensure a smooth handoff and successful launch.

This is a fast-paced, high-impact role where performance, discipline, and execution drive measurable growth.

How you’ll make an impact

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.

Minimum Qualifications

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.

Preferred Qualifications

Demonstrated success working cross-functionally with Dealer Success, Implementation, and Product teams to ensure dealer satisfaction and performance post-launch.

Experience leveraging AI or data-driven technology solutions to improve business outcomes in the automotive or fintech space.

Skilled at managing extended teams, including, DSM/DRMs, and support teams — to ensure a consistent dealer experience.

A consultative selling style with strong discovery instincts, the ability to identify quantifiable pain, and a track record of turning insights into action.

Position location This role is available in the following locations: Remote

Travel requirements As a digital first company, the majority of your work can be accomplished remotely. The majority of our employees can live and work anywhere in the U.S but are encouraged to to still spend high quality time in-person collaborating via regular onsites. The in-person sessions’ cadence varies depending on the team and role; most teams meet once or twice per quarter for 2-4 consecutive days at a time.

#LI-REMOTE

#LI-Associate

At Upstart, your base pay is one part of your total compensation package. The anticipated annualized base salary for this position is expected to be within the below 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.

United States | Remote - Anticipated On Target Earnings (OTE)

$187,400 — $259,600 USD

What you'll love

At Upstart, our benefits are designed to support your health, financial well-being, family, and personal growth. Here’s 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 $15,000 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

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