Business Development Representative, Upstart

• 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

Desirable

• As a Business Development Representative (BDR), you will focus on generating pipeline for the sales team by engaging dealership decision-makers and setting qualified meetings
• This role is highly performance-driven and foundational to the success of the broader sales organization. You’ll work closely with experienced teammates and leadership in a structured environment designed to help you ramp quickly and build strong outbound sales skills
• 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