Dealer Development Manager (Kansas City, Missouri)

About this role

Upgrade helps customers move in the right direction with affordable and responsible financial products. Since 2017, we’ve helped over 7.5 million customers access over $42 billion in consumer credit. With a relentless focus on improving our customers' financial well-being, we build products that put more money in their pocket and support their journey toward a better financial future. We’re backed by some of the most prominent technology investors and were most recently valued at $7.3B.

We’re consistently recognized for our collaborative and inclusive culture. Most recently, we were named one of the World’s Top Fintech Companies by CNBC, Best Places to Work by Built In, Best Places to Work by the San Francisco Business Times, America’s Greatest Workplaces by Newsweek, Best Startup Employer by Forbes, and Healthiest Employers by Phoenix Business Journal.

We’re looking for new team members who get excited about designing and delivering new and better products. Come join us and help build a better financial future for millions of people.

About the Role:

The Dealer Development Manager will represent Upgrade Inc (Auto Finance Division) and promote our indirect lending programs. They will develop, maintain, and grow business partnerships between Upgrade Inc. and our dealership partners. The Dealer Development Manager is also responsible for staying up-to-date on local market conditions and industry trends. In this role, you will work with internal partners to find solutions that better serve our customers, and build long lasting relationships with key decision makers to drive growth and continuous improvement.

This position requires residency in the Kansas City, Missouri market.

What You’ll Do:

Dealer Relationship Management

• 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

Dealer Acquisition & Activation

• 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

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/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

Portfolio Performance & Quality

• 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

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 vs. transactional lender

Territory & Activity Management

• 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

What We Look For:

• 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)

What We Offer You:

• Competitive salary, uncapped commission and 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

Environmental & Working Conditions

• Work is performed indoors in a fast-paced environment that requires the ability to manage multiple priorities and meet established workflows, schedules, and service expectations.

• Employees regularly input, retrieve, and exchange information accurately using digital systems and applications to support operational and customer service objectives.

• The role requires the ability to receive and exchange information with customers, peers, supervisors, and cross-functional partners through available communication channels, which may include meetings, email, phone, and digital collaboration tools, and may involve real-time, verbal, or in-person exchanges depending on business need.

• Job duties may involve managing a high volume of inbound and/or outbound customer interactions and work activities using telecommunications and computer systems. The role requires the ability to read, analyze, and interpret information displayed on computer screens and remain in a working posture for extended periods, consistent with the demands of the position.

• Work may be performed in a contact center, office, or remote environment, depending on business needs and the nature of the role. Onsite work environments may include shared workspaces, standard office lighting, and moderate backg

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