Director of Business Development, Substance Use Recovery - Southern California

Director Of Recovery Partnerships, Southern California

Accountable is an online peer recovery provider. Since 2020 we've supported more than 10,000 people through substance use recovery. We're available in all 50 states, in network with national health plans, and still adding coverage. The company was founded by people in recovery.

Every client works weekly with a peer coach, someone with lived recovery experience, and can message their care team in between. That relationship is the center of the program. Around it sits verified at-home toxicology: Bluetooth-connected breathalyzers and guided saliva tests with barcode scanning, so progress is documented rather than self-reported. Care coordination keeps treatment programs and referring clinicians in the loop. Family support brings in the people whose involvement often decides whether recovery holds.

Members reach us at different points. Some are stepping down after treatment, when the structure disappears and relapse risk is highest. Some use us alongside a clinical program, therapy, MAT, or 12-step work. And a growing number start with us, wanting a different relationship with alcohol or other substances and needing structure to build it.

For the programs and clinicians who refer, a portal makes handoff simple and a recovery dashboard shows toxicology results and engagement in real time. A clinical director hears about a setback when it happens, not at the next appointment. The platform is HIPAA-compliant.

The opportunity

Southern California is yours to run. Every day, treatment centers, clinicians, and discharge planners across the territory decide where to send someone who needs more support, whether that's after treatment, alongside it, or before things get worse. Your job is to make Accountable the first call for the people we can actually help.

Start with the treatment and clinical community: detoxes, residential, PHP/IOP, outpatient, sober living, and the people who handle treatment planning and discharge. Once those channels are producing, add legal, monitoring, employer, and community relationships where they make sense.

You set the strategy, build the account list, and decide where your time goes. You own the referral number. This is an individual contributor role. You report to the VP of Outreach. Leadership stays close to the business, but the day-to-day calls are yours.

We're not hiring someone to grow into this. You should already have a good name in the Southern California treatment community and relationships that can start producing qualified referrals right away. Expect a short ramp on our program, systems, and compliance, then referrals moving by day 60.

We bring the program, outcomes data, approved materials, compliance rails, enrollment support, and direct access to clinical and company leadership. You build the rest: a market that produces every month and is worth more each quarter you run it.

How we operate

Something to be direct about up front: this industry has a long history of paying for patients, and some markets have seen more of it than others. We don't do it.

No referral fees, no per-head arrangements, no kickbacks dressed up as marketing agreements. We earn referrals on outcomes, responsiveness, and trust, and we walk away from anything that smells like brokering.

If that's the version of this job you're used to, this isn't the place. If you've built your reputation doing this work the right way, or have been waiting to do it somewhere that does, keep reading.

What you'll do

• Own the territory plan. Segment the market, decide which accounts are worth deeper investment, and adjust as the field teaches you what converts.
• Focus first on the treatment side: residential programs, detoxes, PHP/IOPs, outpatient programs, sober livings, and the discharge planners, case managers, admissions teams, clinical leaders, and alumni coordinators inside them.
• Build the clinical side: therapists, addiction medicine and psychiatry practices, primary care, and hospital social workers.
• Add the legal and monitoring side where it earns its place: interventionists, professional monitoring programs, drug courts, DUI and family law attorneys, probation, and parole.
• Go after employer and community accounts when they fit the plan: EAPs, safety-sensitive employers, and recovery community organizations.
• Be in the field four to five days a week, with 15-20 real partner meetings a week once ramped. You already know the difference between a busy calendar and a productive territory.
• Sell consultatively. Learn what a referrer's client actually needs before you pitch, and be willing to say when we're not the right fit. That honesty is what earns the next referral.
• Run in-services and lunch-and-learns. Show up at the coalition meetings, professional events, and conferences that matter in this market.
• Stay close to every referral. Make sure the handoff is fast, close the loop with the partner, and protect the name you've built here.
• Own your number and the why behind it. Know which activities create pipeline, which accounts convert, and what you're changing when performance is off plan.
• Log activity, opportunities, and market intelligence in the CRM the same day.
• Share what you learn. Messaging that lands, what competitors are doing, introductions, approaches that failed: bring it back to the outreach team. The territory is yours to run. What you learn running it belongs to everyone.
• Work within Accountable's compliance standards in every referral relationship.

What success looks like

• Day 60: Training done, territory mapped and prioritized, you've reintroduced yourself and Accountable to the relationships that matter, and you have an active pipeline of qualified referral opportunities.
• Month 3: First accounts are live, several of them warm from your own network, and qualified referrals are coming in. You can already say which accounts and channels will carry this market and which won't.
• Month 6: A core group of partners refers consistently, you know which messages and account types convert, and you're moving time toward what works without anyone telling you to.
• Month 12: You run an account portfolio that produces month in, month out, and you can forecast it. You've written the playbook for how this market works and can walk leadership through it, first meeting to referral to enrollment, well enough that we can use it to open the next one.

Who you are

• You live in Southern California, hold a valid driver's license, have reliable transportation, and want a job that happens outside.
• You have 5+ years of outside sales, community outreach, admissions, or business development, with real ownership of a territory, pipeline, or revenue target. Direct behavioral health or substance use treatment experience strongly preferred.
• You're already a trusted presence in the Southern California treatment community. Your reputation opens doors. How you handled yourself after they opened is why people still take your calls.
• You bring relationships with treatment providers, clinicians, interventionists, attorneys, or monitoring programs that can produce qualified referrals in your first quarter, not your first year.
• You've opened a market before, or built a territory from an early stage, and can walk us through how: the account math, the channels, what worked, and what you'd do differently.
• You speak the treatment world's language: detox, residential, PHP, IOP, outpatient, MAT, sober living, and where recovery support fits around each. There's no vocabulary month in this role.
• You understand how people pay for and access care, including private pay and insurance coverage, well enough to answer a referrer's "what will this cost my client?" question honestly, correctly, and early.
• You've carried a number and hit it, and you can explain the math underneath: which activities created pipeline, which accounts converted, and what you changed when they didn't.
• You can talk credibly with a clinical director at 10 a.m., an attorney at noon, and a worried parent at 2 p.m.
• You're disciplined about CRM. Same-day logging isn't a stretch goal.
• You're independent without being territorial. You share relationships, make the team smarter, and care how the whole outreach organization performs, not just your own number.
• You want to be managed on outcomes. A weekly number and a monthly business review are the structure. Everything between them is yours.
• You can start soon. This market launches when you do.

Nice to have

• Experience turning a territory strategy