Business Development Lead, FluentStream at Ooma

United States

Here at Ooma we empower people to connect in smarter ways. We do this by creating powerful communication experiences through our cloud-based platform to bring people together at work and at home. Our solutions help small business owners stay connected with their customers and manage their businesses from anywhere. For larger companies we provide customized unified communications solutions to meet their unique needs. At home, we help our customers connect with their loved ones by providing the #1 rated VoIP phone service available. We also provide them with peace of mind through our innovative smart home security solution. At Ooma, all our products and services are priced competitively, because we believe advanced technology should be accessible to all. FluentStream is a fast-growing provider of cloud-based communication solutions designed for small and medium-sized businesses. We empower businesses with a modern, enterprise-grade phone system that’s easy to use, reliable, and cost-effective. As a preferred vendor for various franchise networks and business communities, we help organizations streamline their communications while delivering exceptional customer experiences. About the Role: We’re looking for a Business Development Lead to help shape one of FluentStream’s most important growth opportunities: building relationships with wholesale partners and winning high-growth, multi-location customers. This is a high-impact role for a strategic, entrepreneurial sales professional who enjoys creating opportunities from the ground up, developing new markets, and closing meaningful deals. In this role, you’ll own a focused portfolio of wholesale partner prospects and multi-location organizations across industries including franchise networks, restaurant groups, property management, and assisted living. You’ll have the autonomy to build your approach, influence messaging and strategy, and create a repeatable growth motion that can scale well beyond your individual efforts. What You’ll Do: 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 Experience We’re Looking For: 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. This role offers a base salary and commission structure designed to reward performance and business growth. The expected On-Target Earnings (OTE) for this position are up to $150,000 annually, with actual earnings dependent on performance against targets. Actual base pay will vary based on factors such as experience, skills, education, and location. The pay range is subject to change and may be modified in the future. What We Offer: Working at Ooma means being a team player, while allowing your individual voice to come through. And, you'll receive competitive compensation, benefits and generous company perks. 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. #LI-CC1 Ooma is an equal-opportunity employer committed to recruiting, employing, retaining, promoting, and otherwise treating all employees on the basis of merit, qualifications, and competence. We do not discriminate on the basis of any trait or characteristic protected by applicable federal, state, or local laws. We may utilize AI-enabled tools during the hiring process, including for resume review, scheduling, and interview note-taking or transcription. These tools are used solely to support our hiring team; all employment decisions are made by human reviewers. Where interviews are recorded or transcribed, candidates will be notified in advance and their consent will be obtained.