Senior Dealer Relationship Manager (CA-based)

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’s Auto Retail Dealer Relationship Management team is a critical part of the company, voicing the needs and suggestions of our dealer customers in product development. The team builds long-lasting, mutually beneficial dealer relationships focused on delivering quality service and support, and generates retail contracts that satisfy our borrowers’ needs while meeting each dealer’s business goals.

As the Senior Dealer Relationship Manager (West) at Upstart, you will play a pivotal role as the main point of contact for dealers in your assigned West market. You’ll drive retail growth, onboard new partners, and serve as the ultimate product ambassador — part consultant, part strategist, and part relationship-builder, bringing the voice of the dealer back to our product and engineering teams.

How you’ll make an impact

• Build and grow your market by meeting with dealership partners in person and virtually, promoting the Upstart Auto Finance program.
• Lead hands-on onboarding and deliver engaging training sessions for new dealer partners.
• Serve as your dealers’ trusted advisor — solving problems, answering questions, and unlocking value
• Partner with cross-functional teams to get dealers what they need, fast.
• Keep accurate, up-to-date records of dealer interactions in Salesforce or a similar customer success platform.
• Bring the voice of the dealer to our product and engineering teams, and continuously seek process improvements that drive better experiences for dealers and car buyers.

Minimum Qualifications 

• 5+ years of experience as a Dealer Relationship Manager for an indirect auto finance lender, with a proven track record working with dealers
• Experience in indirect auto finance, F&I, and the dealer finance process
• Experience with Salesforce or a similar CRM/CSM platform
• Ability to analyze data and clearly communicate trends, and ability to travel up to 50%+ within your market
• Location: California 

Preferred Qualifications

• Experience in a startup or SaaS company
• Experience in a dealer-facing role at an auto fintech
• Bachelor’s degree in Sales, Communications, or a related field
• Knowledge of competitor rate sheets and program changes in the indirect auto finance space

Position location This role is available to candidates based in California residing within a 20-mile radius of a major metro airport.

Travel requirements This role requires up to 50% travel to dealer partners within your market, plus two required onsite team meetups per quarter at Upstart’s San Mateo, CA, Austin, TX, or Columbus, OH offices. Upstart covers all travel-related expenses for these onsites.

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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 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).

United States | Remote - Anticipated Base Salary Range$99,800—$138,000 USD

What you'll love

At Upstart, our benefits for full-time employees 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
• Paid family and parental leave to support caregiving and major life moments (duration varies by country)
• Family-centered benefits to support fertility, parenthood, and caregiving needs
• Employee Assistance Program (EAP) offering mental health support and life-centered resources
• Financial wellness resources, including access to financial planning tools and a financial concierge service (US Only)
• Annual wellness allowance to support your physical and emotional well-being and personal development, based on what matters most to you
• Annual productivity allowance to invest in relevant tools and resources you need to do your best work, no matter where you work from
• Connection and community through team events, all-company updates, and employee resource groups (ERGs)
• Onsite perks, including catered lunches and fully stocked micro-kitchens when working from one of our offices in the Bay Area, Austin, Columbus, and New York City

For roles based in Canada, please note that we are not currently able to hire in Quebec.

Upstart is a proud Equal Opportunity Employer. Just as we are dedicated to improving access to affordable credit for all, we are committed to inclusive and fair hiring practices.

If you require reasonable accommodation in completing an application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process, please email candidate_accommodations@upstart.com

https://www.upstart.com/candidate_privacy_policy