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Upgrade is a fintech company that provides affordable and responsible financial products to consumers. Since 2017, the company has helped over 7.5 million customers access over $42 billion in consumer credit. Upgrade was recently valued at $7.3B and is backed by prominent technology investors.
The Dealer Development Manager will represent Upgrade's Auto Finance Division and promote indirect lending programs to dealership partners. This role is responsible for developing, maintaining, and growing business partnerships with dealerships across the Dallas-Fort Worth territory. The position requires residency in Dallas-Fort Worth, TX, and involves regular in-person dealership visits based on a structured drive schedule.
Key responsibilities include:
**Dealer Relationship Management:** Develop and maintain relationships with new and existing dealer partners. Act as a trusted advisor to dealership owners, general managers, and F&I managers. Conduct regular in-person dealership visits and deliver consistent follow-up to ensure dealer satisfaction and loyalty.
**Dealer Acquisition & Activation:** Identify, onboard, and activate new dealer partners. Drive dealer sign-ups and first deals. Re-engage inactive dealers (no deals in 90 days) and return them to production. Execute onboarding training to ensure dealers understand programs and systems.
**Production & Volume Growth:** 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).
**Credit & Deal Structuring:** Partner closely with underwriting and credit teams to structure deals effectively. Educate dealers on program guidelines, stipulations, and deal packaging. Improve pull-through by coaching dealers on submitting clean, fundable deals.
**Portfolio Performance & Quality:** Monitor dealer portfolio performance including delinquency, charge-offs, and 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.
**Training & Dealer Development:** 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 versus transactional lender.
**Territory & Activity Management:** Maintain a disciplined weekly drive schedule maximizing in-person dealer time. Track and report on activity metrics, dealer performance, and market conditions.
**Requirements:**
The posting does not explicitly state years of experience, education level, or specific certifications required. However, the role expects candidates to have experience in dealer development, indirect lending, or automotive finance; strong relationship-building and sales skills; ability to manage multiple priorities and meet volume targets; knowledge of credit underwriting and deal structuring; and proficiency with CRM and reporting systems. Residency in Dallas-Fort Worth, TX is mandatory.
