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
Ooma 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/.