Ooma, Inc.

• 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

• Lead end-to-end AirDial implementation operations, including deployment planning, site readiness, installation execution, quality assurance, and customer go-live activities • Own quarterly installation targets and operational forecasting to support AirDial growth objectives • Lead global AirDial technical support operations (L1/L2/L3), ensuring high-quality post-installation support and adherence to SLA, CSAT, and escalation targets • Oversee enterprise and multi-site deployments, including white-glove, partner-led, and self-install programs • Manage field technicians, implementation teams, third-party vendors, and channel partners to ensure consistent delivery quality and operational excellence • Serve as senior escalation point for complex customer and partner issues, driving rapid resolution and long-term customer satisfaction • Build and scale operational processes, implementation standards, support workflows, and knowledge management practices to improve efficiency and scalability • Partner cross-functionally with Sales, Engineering, Product, Channel, and Operations teams to align deployment capacity, customer commitments, and product improvements • Develop KPI dashboards, forecasting models, and operational reporting to track installation throughput, support performance, and organizational effectiveness • Lead workforce planning, recruiting, coaching, and organizational development across implementation and support teams • Represent AirDial Support & Implementation in executive reviews, customer meetings, strategic planning discussions, and partner engagements, including travel up to 30% as needed to support customers, partners, and operational initiatives • Champion the adoption of AI-driven tools and automation across AirDial implementation and support operations, leveraging predictive analytics, intelligent troubleshooting, and workflow automation to improve scalability, operational efficiency, and customer experience

• Own bookings targets through a portfolio of channel partners, driving consistent deal volume by recruiting new partners and maximizing production from existing ones • Build and execute a partner recruitment strategy that targets agents, MSPs, IT consultants, and strategic resellers with the profile and capacity to deliver sustained results • Develop and implement structured activation plans for new and dormant partners, with clear milestones from onboarding through first deal and ongoing productivity • Lead and support partner-sourced opportunities through the full sales cycle, including discovery, demos, and close, while coaching partner reps to increase their independent deal velocity • Collaborate with Marketing to design, execute, and continuously improve co-marketing campaigns and partner enablement programs that generate measurable pipeline • Build deep, multi-threaded relationships within partner organizations, from ownership and leadership to field reps, ensuring FluentStream is a preferred and trusted vendor • Serve as a product and sales motion expert for your partner portfolio, providing training, deal support, and enablement that meaningfully shortens time-to-revenue and improves close rates • Leverage AI tools throughout the channel workflow, including partner research, outreach, enablement content, and deal coaching, to accelerate partner activation and improve win rates • Accurately forecast bookings, maintain clean pipeline hygiene, and keep all activity current in Salesforce • Represent FluentStream at partner events, industry conferences, and joint customer meetings as needed • Surface patterns, gaps, and opportunities from the field to Channel Marketing, Product, and cross-functional stakeholders, contributing to ongoing improvements in our partner program and go-to-market approach

• 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

• Design, build, and maintain a geographically distributed calling platform capable of supporting millions of minutes and thousands of simultaneous sessions — infrastructure that powers real communication at massive scale • Work on cutting-edge AI features integrated directly into a carrier-grade platform, solving hard problems around latency, reliability, and throughput that most engineers never get to touch • Collaborate closely with a passionate team of engineers to ship features that directly impact how Ooma's customers communicate — from small businesses to enterprise clients • Dive deep into niche and emerging technologies, contributing to architectural decisions that shape the future of the platform • Debug complex, distributed systems issues and drive solutions end-to-end, from root cause to production

• Own a high-volume portfolio of smaller business accounts, serving as the primary point of contact for day-to-day account needs and inquiries. • Prepare and present renewal quotes, respond to customer questions, and route agreements through DocuSign and the appropriate approval workflows. • Identify, document, and escalate at-risk accounts in Salesforce, coordinating with internal teams to execute save motions and address churn risks promptly. • Respond to inbound customer concerns, account changes, and service-related issues in a timely manner, partnering with Support to drive resolution. • Maintain regular, consistent contact with customers—reinforcing the value of their FluentStream services, addressing concerns, and keeping them informed and confident. • Guide customers on product best practices and feature adoption, helping them use their solutions more effectively and reduce reliance on reactive support. • Maintain accurate, up-to-date records of customer interactions, account health, renewal activity, and pipeline data—ensuring information is current and accessible to the broader team. • Partner with Support, Sales, and Growth teams to ensure customers receive timely assistance and a seamless experience. • Flag potential upsell or expansion opportunities and coordinate with the appropriate internal team to support customer growth. • Utilizing AI tools to find opportunities for process improvements and automation.

• Identify, prospect, and secure new retail opportunities while growing Ooma's Residential product portfolio, including the Ooma Telo family of products, across Canada. • Build and maintain strategic relationships with retail buyers, category managers, merchandising teams, and channel decision-makers across national, regional, specialty, and independent retailers. • Develop and execute account and channel growth strategies to expand distribution, increase market share, and drive revenue across both brick-and-mortar and eCommerce channels. • Own the sales process from initial outreach and account development through onboarding, product launch, and ongoing account growth. • Create annual business plans, conduct business reviews, and deliver executive-level presentations to retail partners. • Collaborate with retailers to develop and execute advertising, promotional, merchandising, pricing, and marketing programs that drive consumer awareness and sell-through. • Develop sales forecasts and demand plans, while partnering with Operations and Supply Chain teams to manage inventory, replenishment, and product availability. • Manage co-op marketing investments and promotional programs to maximize ROI and accelerate sales performance. • Partner cross-functionally with Marketing, Product, Operations, and Supply Chain teams to support retail initiatives, product launches, and channel growth. • Represent Ooma at industry events, trade shows, and customer meetings while identifying new opportunities to expand Ooma's retail presence. • Leverage AI-driven insights, where applicable, to improve account outcomes, including identifying target opportunities, optimizing engagement strategies, and synthesizing learnings across accounts.

• Serve as subject matter expert on POTS line replacement, including deep knowledge of competitor products and features. • Engage directly with code enforcement and AHJs on behalf of resellers to remediate compliance issues for life-safety AirDial deployments; conduct on-site demonstrations as needed to gain jurisdictional approval. • Respond to customer cyber and risk assessment evaluations specific to AirDial deployments. • Own proof-of-concept(PoC) deployments for strategic reseller opportunities. • Lead technical sections of RFP responses for AirDial opportunities. • Translate reseller requirements into formal product requests and maintain AirDial documentation for implementation and support teams. • Develop and deliver AirDial technical training and demos for resellers, partners, and internal teams. • Collaborate with product and marketing teams to create market-specific content that differentiates AirDial. • Utilizing AI to find new and innovative ways to streamline processes and automation.

Role Description As Regulatory & Corporate Counsel at Ooma, you will provide legal guidance and support across a broad range of corporate matters, with a primary focus on regulatory compliance, privacy, consumer protection, and emerging technology issues, including artificial intelligence. This role requires strong expertise in data privacy, AI governance, regulatory analysis, and complex commercial transactions. You will partner closely with teams across the organization to navigate evolving legal requirements, manage risk, and develop practical solutions that support innovation and business growth. This position reports directly to the Chief Legal Officer. While candidates based in the San Francisco Bay Area are preferred, we will also consider qualified remote candidates residing in California. What You’ll Do - Lead U.S. and international data privacy and consumer protection compliance initiatives, including GDPR, CPRA, HIPAA, COPPA, and PIPEDA compliance, and oversee the company's privacy policies and related governance programs. - Assess legal, regulatory, and operational risks associated with AI-enabled products and services, including data governance, confidentiality, intellectual property ownership, and emerging AI regulatory frameworks. - Partner with cross-functional teams to analyze complex legal and regulatory issues, provide practical guidance, and support business initiatives in compliance with applicable laws and regulations. - Support compliance efforts related to EU and member-state privacy, cybersecurity, and data protection requirements. - Help advance legal department AI initiatives by identifying and leveraging AI tools for legal drafting, contract review, regulatory compliance, and workflow automation, while helping develop and maintain responsible AI use guidelines. - Contribute within a generalist legal team structure by reviewing, drafting, negotiating, and advising on complex commercial agreements and other corporate matters as needed. Qualifications - JD degree and active California Bar membership required, along with 5+ years of legal experience, including in-house experience and at least 3 years at a major law firm. - Demonstrated ability to interpret complex and evolving legal and regulatory requirements and translate them into clear, practical, and actionable business guidance. - Strong knowledge of international, federal, and state privacy laws, including GDPR, CPRA, COPPA, and PIPEDA. - Experience analyzing and advising on complex regulatory frameworks, including those administered by the FCC, FTC, and HIPAA, and developing effective compliance programs and policies. - Experience supporting businesses operating in regulated industries is strongly preferred. - Excellent written and verbal communication skills, including strong drafting, negotiation, and stakeholder management capabilities. - Strong analytical, problem-solving, and interpersonal skills, with the ability to exercise sound judgment in situations involving ambiguity or incomplete information. - Highly organized, self-motivated, and able to manage multiple priorities and projects independently while meeting deadlines in a fast-paced environment. 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.

• Design, build, and evolve infrastructure supporting production services across network and systems domains, ensuring high availability, performance, and scalability • Drive improvements to reliability, redundancy, and overall service delivery across infrastructure environments • Serve as a senior escalation point for complex production issues, troubleshooting and resolving critical incidents impacting service availability • Lead by example through hands-on technical contribution and ownership of challenging infrastructure problems • Oversee and optimize on-premises network infrastructure, including switching, routing, firewalls, and load balancing, while ensuring security and resilience • Architect and manage Linux systems, virtualization platforms, and server infrastructure to support stable, high-performing environments • Lead the development and adoption of automation across network and systems environments, implementing Infrastructure as Code (IaC) to standardize operations • Reduce manual processes and improve consistency across deployments and operational workflows • Partner with Engineering, Development, QA, and Application teams to support services and align infrastructure with business and application requirements • Act as a technical bridge to drive successful delivery of cross-functional initiatives • Establish and enforce infrastructure best practices and standards while mentoring team members and elevating overall technical capability • Drive continuous improvement across infrastructure design, operations, and documentation • Evaluate, design, and implement AI-assisted tooling to improve reliability, performance, and operational efficiency • Foster the development, implementation, and progression of AI-based tools and software to streamline infrastructural tasks and expedite completion of projects and initiatives.