Strategic Partnerships Lead, FluentStream

1 week, 6 days ago
Full-time
Senior
Sales and Business Development
Ooma, Inc.

Ooma, Inc.

Ooma, Inc. is a telecommunications company based in Palo Alto, California, founded in 2004. It specializes in Voice over Internet Protocol (VoIP) solutions, evolving from residential free-calling devices to comprehensive cloud-based communication services for both homes and businesses. Ooma initially gained attention with its hardware like the Ooma Hub and Scout, which allowed for free calling through innovative peer-to-peer technology. The company has transitioned to a subscription model, offering services such as Ooma Premier for residential users and Ooma Office, a cloud-based VoIP system designed for businesses. Ooma has expanded its offerings through strategic acquisitions, including Voxter, Broadsmart, and OnSIP, enhancing its cloud communications capabilities. With a focus on recurring revenue, Ooma targets both individual consumers and small to medium-sized businesses, providing affordable and efficient telephony solutions.

telecommunications
1001-5000
Founded 2003

Description

  • Own the full wholesale partner acquisition cycle from prospecting and qualification through negotiation and closing.
  • Drive enterprise deals with multi-location organizations across franchise networks, restaurant groups, property management, assisted living, and similar verticals.
  • Build, refine, and document a repeatable acquisition-style sales process for wholesale and large multi-location prospects.
  • Develop and execute a structured outbound motion across cold outreach, email, social, events, and referrals.
  • Lead consultative discovery and executive-level solution conversations with senior decision-makers across IT, Operations, and Finance.
  • Shape outbound campaign strategy with Marketing by sharing field intelligence on messaging, targeting, and content.
  • Align cross-functionally with Sales Leadership and Product on deal strategy, enablement, and onboarding plans.
  • Use AI tools for account research, target list building, personalized outreach, meeting preparation, and deal intelligence.
  • Maintain accurate opportunity tracking, pipeline hygiene, and forecasting in Salesforce.
  • Represent FluentStream at industry events, franchise shows, and partner conferences.
  • Translate field feedback into actionable insights for Product, Marketing, and Channel teams.

Requirements

  • 7+ years of experience in business development, channel sales, enterprise sales, or strategic account acquisition.
  • Consistent track record of meeting or exceeding revenue targets.
  • Deep experience selling UCaaS, telecom, SaaS, or related technology solutions.
  • Ability to credibly engage technical and business stakeholders.
  • Experience recruiting, negotiating, and activating wholesale, white-label, or strategic partners.
  • Proven success winning and expanding business within multi-location organizations.
  • Experience managing complex, long-cycle sales opportunities and multi-stakeholder deals.
  • Experience building and executing acquisition-style outbound sales motions.
  • Strong executive presence and consultative selling skills.
  • Ability to operate independently in a high-growth environment and create repeatable processes.
  • Strong organizational, project management, and prioritization skills.
  • Collaborative, influential approach to cross-functional work without direct authority.
  • Hands-on experience with AI-powered tools for prospecting, personalization, sales intelligence, content creation, and workflow automation.
  • Proficiency with Salesforce CRM and sales engagement platforms such as Apollo or similar tools.
  • Ability to travel up to 25%.
  • Bachelor's degree or equivalent professional experience preferred.

Benefits

  • Base salary plus commission structure tied to performance and business growth.
  • Expected On-Target Earnings (OTE) up to $150,000 annually.
  • Comprehensive medical, dental, and vision insurance for employees and eligible dependents.
  • Employer-paid income protection benefits, including basic life, AD&D, short-term disability, and long-term disability.
  • FSA healthcare and dependent care benefits.
  • 401(k) with employer match and Roth option.
  • Employee Stock Purchase Plan (ESPP).
  • Paid time off, sick time, and corporate holidays.
  • Employee Assistance Program and life balance benefits, including travel assistance and identity theft support.

Interested in this position?

Apply directly on the company website

Apply Now

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