[Remote] Business Development Lead, FluentStream

Note: The job is a remote job and is open to candidates in USA. Ooma, Inc. is a company that empowers people to connect through its cloud-based communication platform. They are seeking a Business Development Lead to build relationships with wholesale partners and multi-location customers, focusing on strategic sales and market development.

Responsibilities

• Own the full wholesale partner acquisition cycle, from identifying and qualifying prospects to negotiating and closing partnerships with the capacity to drive 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 the acquisition-style sales process for wholesale and large multi-location prospects, creating a repeatable motion that scales beyond this role
• Develop and execute a structured outbound motion across cold outreach, email campaigns, social, events, and referrals, with the discipline to prioritize ruthlessly and the 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, 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 our wholesale and multi-location go-to-market strategy

Skills

• 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 the ability to engage credibly with both technical and business stakeholders
• Demonstrated success recruiting, negotiating, and activating wholesale, white-label, or strategic partners, with an understanding of what drives long-term partnership success
• Proven ability to win and expand business within multi-location organizations, including franchise networks, restaurant groups, property management companies, assisted living organizations, retail chains, or similar structures
• Extensive experience managing complex, long-cycle sales opportunities, with the discipline to build high-quality pipeline and the persistence to drive large, multi-stakeholder deals to completion
• Experience building and executing acquisition-style outbound sales motions, including target account selection, prioritization, prospecting, and multi-channel outreach
• Executive presence and strong consultative selling skills, with a demonstrated ability to establish credibility quickly and build trust with senior decision-makers across Operations, IT, Finance, and executive leadership teams
• A builder's mindset with the ability to operate independently in a high-growth environment, shape strategy, create repeatable processes, and execute with minimal oversight
• Strong organizational, project management, and prioritization skills, with a reputation for being resourceful, detail-oriented, and capable of managing multiple initiatives simultaneously
• Collaborative and influential approach to working cross-functionally, with the ability to align stakeholders, contribute strategic insights, and drive outcomes without direct authority
• Hands-on experience leveraging AI-powered tools for prospecting, account research, personalization, sales intelligence, content creation, and workflow automation, with a clear point of view on how AI can accelerate pipeline generation and sales productivity
• Proficiency with Salesforce CRM and modern sales engagement platforms such as Apollo or similar tools
• Ability to travel up to 25% for prospect meetings, partner engagements, and industry events
• Bachelor's degree or equivalent professional experience is preferred

Benefits

• Comprehensive Medical/Dental/Vision insurance for you and eligible dependents
• HMO, PPO’s or a PPO with a HDHP (including HSA, which Ooma helps fund)
• Employer Paid Income Protection Benefits (Basic Life and AD&D, Short- and Long-term disability)
• FSA Healthcare & Dependent Care
• Commuter Benefits
• Voluntary Accident, Critical Illness, Hospital Indemnity and Legal
• 401(k), including employer match, and Roth
• Employee Stock Purchase Plan (ESPP)
• Paid Time off, Sick Time, as well as corporate holidays observed
• Employee Assistance Program
• Life Balance benefits with Travel Assistance Services and Identity Theft
• Additional Benefits include a Discount Program, Credit Union, Medicare Assistance, etc.

Company Overview