Dealer Development Manager (San Jose / Bay Area)

Summary

Upgrade helps customers move in the right direction with affordable and responsible financial products that support their financial well-being. The Dealer Development Manager will promote indirect auto lending programs, develop and grow dealership partnerships, manage territory performance, and collaborate with internal teams to drive production, portfolio quality, and continuous improvement.

Responsibilities

• Develop and maintain relationships with new and existing dealer partners
• Act as a trusted advisor to dealership owners, GMs, and F&I managers
• Conduct regular in-person dealership visits based on a structured drive schedule
• Deliver consistent follow-up and service to ensure dealer satisfaction and loyalty
• Identify, onboard, and activate new dealer partners
• Drive dealer sign-ups and first deals (“activation”)
• Re-engage inactive dealers (e.g., no deals in 90 days) and return them to production
• Execute onboarding training to ensure dealers understand programs and systems
• Achieve monthly funding and application volume goals
• Increase contracts per active dealer and overall territory production
• Focus on growing volume in Tier 3–5 segments while maintaining quality
• Drive penetration targets (e.g., 3+ and 5+ deals per dealer per month)
• Partner closely with underwriting/credit teams to structure deals effectively
• Educate dealers on program guidelines, stips, and deal packaging
• Improve pull-through by coaching dealers on submitting clean, fundable deals
• Monitor dealer portfolio performance (delinquency, charge-offs, profitability)
• Manage dealer mix to align with company risk appetite and profitability goals
• Shift focus toward preferred collateral and higher-performing dealers
• Ensure adherence to compliance, credit policies, and documentation standards
• Conduct ongoing product and process training with dealership staff
• Educate dealers on value-added products
• Provide market insights and best practices to improve dealer success
• Position the company as a relationship-driven partner vs. transactional lender
• Maintain a disciplined weekly drive schedule maximizing in-person dealer time
• Track and manage activity through CRM (e.g., Salesforce)
• Analyze territory performance and adjust strategy based on data
• Participate in team calls, sales meetings, and performance reviews

Skills

• This position requires residency in the San Francisco Bay Area
• 2+ years of experience in indirect auto finance, auto sales, or related field
• Strong understanding of credit tiers, loan structuring, and dealership operations
• Proven ability to build relationships and drive sales growth
• Excellent communication, negotiation, and problem-solving skills
• Self-motivated with strong time management and territory planning skills
• Ability to travel locally (significant field time required)
• English is required for all positions, as it involves interacting with staff at Upgrade's offices worldwide

Qualifications

Must Haves

• This position requires residency in the San Francisco Bay Area
• 2+ years of experience in indirect auto finance, auto sales, or related field
• Strong understanding of credit tiers, loan structuring, and dealership operations
• Proven ability to build relationships and drive sales growth
• Excellent communication, negotiation, and problem-solving skills
• Self-motivated with strong time management and territory planning skills
• Ability to travel locally (significant field time required)
• English is required for all positions, as it involves interacting with staff at Upgrade's offices worldwide

Benefits

• Uncapped commission
• Stock option plan
• Paid coverage of medical, dental and vision insurance
• Flexible PTO
• Competitive 401(k) and RRSP program
• Opportunities for professional growth and development
• Paid parental leave
• Health & wellness initiatives
• Hybrid work arrangement