Business Development Lead, FluentStream

Ooma, Inc.

Job Overview

Location

Remote, US

Job Type

Full-time

Full Job Description

📋 Description

• Own the full wholesale partner acquisition cycle, from identifying and qualifying prospects to negotiating and closing partnerships capable of driving 500+ seats.
• Drive multi-location enterprise wins across franchise networks, restaurant groups, property management, assisted living, and similar verticals, managing complex, multi-stakeholder deals from first contact through signed agreement.
• Build, refine, and document an acquisition-style sales process for wholesale and large multi-location prospects, creating a repeatable motion that scales beyond individual efforts.
• Develop and execute a structured outbound motion using cold outreach, email campaigns, social media, events, and referrals, with discipline to prioritize ruthlessly and creativity to break through in competitive accounts.
• Lead high-stakes consultative discovery and executive-level solution conversations, earning credibility with senior decision-makers across IT, Operations, and Finance at complex organizations.
• Shape and influence outbound campaign strategy with Marketing by providing field intelligence on messaging, targeting, and content that drives response from wholesale and multi-location prospects.
• Drive cross-functional alignment with Sales Leadership and Product on deal strategy, enablement materials, and onboarding plans for wholesale partners and large prospects, serving as the subject matter expert on this segment.
• Leverage AI tools throughout the sales workflow—including account research, target list building, personalized outreach, meeting prep, and deal intelligence—to accelerate pipeline creation and improve deal quality.
• Maintain accurate opportunity tracking, pipeline hygiene, and reliable forecasts in Salesforce.
• Represent FluentStream at industry events, franchise shows, and partner conferences.
• Translate field learnings into actionable insights for Product, Marketing, and Channel teams, actively contributing to the evolution of the wholesale and multi-location go-to-market strategy.
• Manage a focused portfolio of wholesale partner prospects and multi-location organizations across key verticals including franchise networks, restaurant groups, property management, and assisted living.
• Operate with autonomy to build your approach, influence messaging and strategy, and create scalable growth motions with minimal oversight.
• Travel up to 25% for prospect meetings, partner engagements, and industry events.

🎯 Requirements

• 7+ years of experience in business development, channel sales, enterprise sales, or strategic account acquisition with a consistent track record of meeting or exceeding revenue targets
• Deep experience selling UCaaS, telecom, SaaS, or related technology solutions with ability to engage credibly with both technical and business stakeholders
• Demonstrated success recruiting, negotiating, and activating wholesale, white-label, or strategic partners with understanding of long-term partnership drivers
• Proven ability to win and expand business within multi-location organizations such as franchise networks, restaurant groups, property management companies, or assisted living organizations
• Extensive experience managing complex, long-cycle sales opportunities with discipline to build high-quality pipeline and persistence to close multi-stakeholder deals
• Hands-on experience leveraging AI-powered tools for prospecting, account research, personalization, sales intelligence, and workflow automation

🏖️ Benefits

• Comprehensive Medical/Dental/Vision insurance for you and eligible dependents (including HMO, PPO, or PPO with HDHP and HSA funding)
• Employer Paid Income Protection Benefits (Basic Life, AD&D, Short- and Long-term disability)
• 401(k) with employer match and Roth option, plus Employee Stock Purchase Plan (ESPP)
• Paid Time Off, Sick Time, and corporate holidays observed
• FSA Healthcare & Dependent Care, Commuter Benefits, and Voluntary Accident, Critical Illness, Hospital Indemnity, and Legal insurance
• Employee Assistance Program and Life Balance benefits including Travel Assistance Services and Identity Theft protection

Skills & Technologies

Senior

Remote

Degree Required

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Ooma, Inc.

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About Ooma, Inc.

Ooma, Inc. provides cloud-based communications and collaboration services for small businesses, enterprises, and consumers. The company offers VoIP phone systems, unified communications, call-center solutions, and internet security products that replace traditional landlines and on-premise PBX hardware. Founded in 2004 and headquartered in Sunnyvale, California, Ooma delivers voice, messaging, video, and security services over broadband connections through proprietary hardware endpoints and mobile applications, emphasizing affordability, reliability, and ease of deployment without long-term contracts.

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