[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.ResponsibilitiesOwn the full wholesale partner acquisition cycle, from identifying and qualifying prospects to negotiating and closing partnerships with the capacity to drive 500+ seatsDrive 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 agreementBuild, refine, and document the acquisition-style sales process for wholesale and large multi-location prospects, creating a repeatable motion that scales beyond this roleDevelop 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 accountsLead high-stakes consultative discovery and executive-level solution conversations, earning credibility with senior decision-makers across IT, Operations, and Finance at complex organizationsShape and influence outbound campaign strategy with Marketing, providing field intelligence on messaging, targeting, and content that drives response from wholesale and multi-location prospectsDrive 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 segmentLeverage 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 qualityMaintain accurate opportunity tracking, pipeline hygiene, and reliable forecasts in SalesforceRepresent FluentStream at industry events, franchise shows, and partner conferencesTranslate 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 strategySkills7+ years of experience in business development, channel sales, enterprise sales, or strategic account acquisition, with a consistent track record of meeting or exceeding revenue targetsDeep experience selling UCaaS, telecom, SaaS, or related technology solutions, with the ability to engage credibly with both technical and business stakeholdersDemonstrated success recruiting, negotiating, and activating wholesale, white-label, or strategic partners, with an understanding of what drives long-term partnership successProven 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 structuresExtensive 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 completionExperience building and executing acquisition-style outbound sales motions, including target account selection, prioritization, prospecting, and multi-channel outreachExecutive 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 teamsA builder's mindset with the ability to operate independently in a high-growth environment, shape strategy, create repeatable processes, and execute with minimal oversightStrong organizational, project management, and prioritization skills, with a reputation for being resourceful, detail-oriented, and capable of managing multiple initiatives simultaneouslyCollaborative and influential approach to working cross-functionally, with the ability to align stakeholders, contribute strategic insights, and drive outcomes without direct authorityHands-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 productivityProficiency with Salesforce CRM and modern sales engagement platforms such as Apollo or similar toolsAbility to travel up to 25% for prospect meetings, partner engagements, and industry eventsBachelor's degree or equivalent professional experience is preferredBenefitsComprehensive Medical/Dental/Vision insurance for you and eligible dependentsHMO, 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 CareCommuter BenefitsVoluntary Accident, Critical Illness, Hospital Indemnity and Legal401(k), including employer match, and RothEmployee Stock Purchase Plan (ESPP)Paid Time off, Sick Time, as well as corporate holidays observedEmployee Assistance ProgramLife Balance benefits with Travel Assistance Services and Identity TheftAdditional Benefits include a Discount Program, Credit Union, Medicare Assistance, etc.Company OverviewOoma delivers phone, messaging, video and advanced communications services that are easy to implement and provide great value. It was founded in 2003, and is headquartered in Sunnyvale, California, US, with a workforce of 501-1000 employees. Its website is https://www.ooma.com/.