Business Development Lead, FluentStream

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.

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
• 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

Additional Information

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 .

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