Business Development Lead - Wholesale & Multi-Location at FluentStream (Ooma)

About Ooma & FluentStream

Ooma empowers people to connect in smarter ways through its cloud-based platform for unified communications and home services. FluentStream, a fast-growing provider within Ooma, offers cloud-based communication solutions for small and medium-sized businesses, designed to be modern, reliable, and cost-effective. We serve franchise networks and various business communities, helping organizations streamline communications and enhance customer experiences.

About the Role

We are seeking a Business Development Lead to spearhead growth opportunities by building relationships with wholesale partners and acquiring high-growth, multi-location customers. This is a critical, high-impact role for a strategic and entrepreneurial sales professional adept at creating opportunities, developing new markets, and closing significant deals. You will own a focused portfolio of wholesale partner prospects and multi-location organizations across key verticals like franchise networks, restaurant groups, property management, and assisted living.

What You’ll Do

• Wholesale Partner Acquisition: Own the full cycle from identifying and qualifying prospects to negotiating and closing partnerships capable of driving 500+ seats.
• Multi-Location Enterprise Sales: Drive wins within franchise networks, restaurant groups, property management, assisted living, and similar verticals, managing complex, multi-stakeholder deals from initial contact to signed agreement.
• Process Development: Build, refine, and document a repeatable acquisition-style sales process for wholesale and large multi-location prospects.
• Outbound Strategy: Develop and execute a structured outbound motion leveraging cold outreach, email campaigns, social media, events, and referrals, with a focus on prioritization and creative engagement.
• Consultative Selling: Lead discovery sessions and executive-level solution conversations, establishing credibility with senior decision-makers across IT, Operations, and Finance.
• Marketing Collaboration: Shape outbound campaign strategy with Marketing, providing field intelligence on messaging, targeting, and content to drive prospect response.
• Cross-Functional Alignment: Drive alignment with Sales Leadership and Product on deal strategy, enablement materials, and onboarding plans for wholesale partners and large prospects.
• AI Integration: Leverage AI tools throughout the sales workflow for account research, target list building, personalized outreach, meeting preparation, and deal intelligence to accelerate pipeline creation and improve deal quality.
• Pipeline Management: Maintain accurate opportunity tracking, pipeline hygiene, and reliable forecasts in Salesforce.
• Industry Representation: Represent FluentStream at industry events, franchise shows, and partner conferences.
• Field Intelligence: Translate field learnings into actionable insights for Product, Marketing, and Channel teams, contributing to the evolution of our 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 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 in recruiting, negotiating, and activating wholesale, white-label, or strategic partners, understanding long-term partnership drivers.
• Proven ability to win and expand business within multi-location organizations (franchise networks, restaurant groups, property management, assisted living, retail chains, etc.).
• Extensive experience managing complex, long-cycle sales opportunities, with a disciplined approach to pipeline building and driving multi-stakeholder deals.
• 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 the ability to build trust with senior decision-makers.
• 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; resourceful and detail-oriented.
• Collaborative and influential approach to cross-functional work, capable of aligning stakeholders and driving outcomes without direct authority.
• Hands-on experience leveraging AI-powered tools for prospecting, account research, personalization, sales intelligence, content creation, and workflow automation.
• Proficiency with Salesforce CRM and modern sales engagement platforms (e.g., Apollo).
• Ability to travel up to 25% for prospect meetings, partner engagements, and industry events.
• Bachelor’s degree or equivalent professional experience is preferred.

Compensation & Benefits

• On-Target Earnings (OTE): Up to $150,000 annually, based on performance against targets. Actual base pay varies by experience, skills, education, and location.
• Comprehensive Benefits: Medical, Dental, Vision insurance (HMO, PPO, HDHP options), Employer-Paid Income Protection (Life, AD&D, Disability), FSA Healthcare & Dependent Care, Commuter Benefits, Voluntary Accident/Critical Illness/Hospital Indemnity/Legal insurance, 401(k) with employer match, ESPP.
• Work-Life Balance: Paid Time Off, Sick Time, Corporate Holidays, Employee Assistance Program, Travel Assistance, Identity Theft protection.
• Additional Perks: Discount Program, Credit Union access, Medicare Assistance.

Equal Opportunity Employer

Ooma is an equal-opportunity employer committed to merit-based employment practices. We do not discriminate based on any trait or characteristic protected by law.

AI in Hiring

Ooma may utilize AI-enabled tools for resume review, scheduling, and interview note-taking/transcription to support our hiring team. All employment decisions are made by human reviewers. Candidates will be notified in advance and consent obtained if interviews are recorded or transcribed.