Strategic Account Executive

Description:

Upstart is the leading AI lending marketplace that partners with banks and credit unions to expand access to affordable credit. Using Upstart’s AI-powered marketplace, banks and credit unions achieve higher approval rates and lower loss rates across races, ages, and genders, while providing a seamless digital-first lending experience. Over 80% of borrowers are approved instantly, with zero documentation to upload.

As a Strategic Account Executive, you will play a pivotal role in Upstart’s lending partnership team, driving loan sales into the regional bank market. You will work closely with cross-functional teams, including business development and solutions consulting, to develop relationships, engage targeted banks, and execute high-value loan transactions. This position reports directly to the VP of Sales and involves collaboration with executives across the company.

Key Responsibilities:

• Engage targeted banks in discussions around loan sales.

• Build and maintain a network in banks and related organizations to drive engagement.

• Partner with business development teams to advise on campaigns that generate interest.

• Work closely with solutions consulting teams to construct compelling business cases for banks.

• Close new loan transactions within the target market.

Minimum Qualifications:

• 10+ years of complex loan sales experience to banks or credit unions.

• Strong network in the industry to generate demand.

• Self-starter capable of working independently with minimal supervision.

• Deep understanding of why and how banks will want to partner with Upstart.

• Experience leveraging AI to optimize the sales process.

Preferred Qualifications:

• 15+ years of loan sales experience.

• Extensive industry contacts to leverage for business development.

• Understanding of bank balance sheet strategy.

Work Environment & Location:

• Remote role with flexibility to work anywhere in the U.S.

• Team operates on East/West coast time zones.

• Occasional in-person collaboration sessions, typically once or twice per quarter for 2-4 consecutive days.

Compensation & Benefits:

• Base pay is part of total compensation; actual base depends on location, skills, experience, and education.

• Target bonuses, equity compensation, and comprehensive benefits (medical, dental, vision, 401k).

• Sales roles have a competitive On Target Earnings (OTE) structure including base salary and commission.