Business Development, Substance Use Recovery - Southern California (Associate to Director, DOE)

About the level We’re hiring one person to own referral growth in Southern California. We’ll bring you in as an Associate, Manager, or Director depending on what you’ve built and what you bring. The role, the mission, and the way we operate are the same at every level. Scope, compensation, and title move with experience. The “Who you are” section below describes each level. Who is Accountable? 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. This is one of the densest treatment markets in the country, and it has seen more than its share of the patient-brokering we describe below. A good name here is worth more than anywhere else we operate. 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. A dedicated payor sales team owns insurance contracting. You own referral demand: the treatment centers, clinicians, discharge planners, and community partners who send people to us. This role reports to the Chief Revenue Officer. 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 Build and work a territory plan covering your market’s referral sources. 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 most of the week. Associates and Directors should expect 15–20 real partner meetings a week once ramped; Managers split field time between joint calls with their team and their own strategic accounts. 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. Work within Accountable’s compliance standards in every referral relationship. At the Manager and Director levels, you also: Own the market’s referral number and report monthly by territory and channel. Hire, coach, and hold a team of territory Associates to their KPIs. When someone can’t get there with real coaching behind them, manage them out with respect. Carry a personal book of the market’s most strategic accounts: multi-site treatment groups, health systems, drug courts, and the highest-value referral relationships. Own the market’s events calendar. Find the conferences worth our time, get us speaking slots, and present at them. Set the ethical tone for the team and screen for it in every hire. At the Director level, you also set the market strategy from scratch, decide where the team’s time goes, and write the playbook for how this market works well enough that we can use it to open the next one. What success looks like Day 60: Training done, territory mapped and prioritized, and an active pipeline of qualified referral opportunities. Directors will have reintroduced themselves and Accountable to the relationships that matter. Month 3: First accounts are live and qualified referrals are coming in. Managers and Directors have the territory team hired or hiring on track, with dashboards live and reviewed weekly. 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. Managers and Directors have a full team producing against ramp and a bench of candidates they know by name. Who you are At every level: You live in Southern California, hold a valid driver’s license, have reliable transportation, and want a job that happens outside. You speak the treatment world’s language: detox, residential, PHP, IOP, outpatient, MAT, sober living, and where recovery support fits around each. If you’re coming from adjacent healthcare, you’ll know this cold within your first month. 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. 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 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. Associate. You have 2+ years of outside sales, community outreach, admissions, or business development. Behavioral health, treatment admissions, home health, hospice, or pharma field experience helps. You’ve done cold outreach and can prove it: you build lists, knock on doors, and turn a cold contact into a relationship. Manager. You have 5+ years of business development or outreach in behavioral health, addiction treatment, post-acute, or healthcare services, and you know what a discharge planner’s day looks like. You’ve managed or formally mentored field outreach or sales staff and held people to a number. You have real referral relationships in this market, or you can show us how fast you’ve built them somewhere else. You’re comfortable managing hybrid: video one-on-ones and dashboards, paired with regular in-person field days with each Associate. Director. Everything in Manager, plus: you’re already a trusted presence in this market’s treatment community, with relationships 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 the account math, the channels, what worked, and what you’d do differently. We’re not #J-18808-Ljbffr You Are Accountable