Director of Business Development, Substance Use Recovery - Southern California

You Are Accountable • Los Angeles, CA

6d • $130,000 - $150,000 • Remote

About The Position

Accountable is an online peer recovery provider that has supported over 10,000 people through substance use recovery since 2020. The company is available in all 50 states and is in network with national health plans. Founded by individuals in recovery, Accountable offers clients weekly sessions with a peer coach who has lived recovery experience, and the ability to message their care team between sessions. The program is enhanced by verified at-home toxicology (Bluetooth-connected breathalyzers and guided saliva tests) and care coordination to keep treatment programs and referring clinicians informed. Family support is also integrated into the program. Accountable serves individuals at various stages of recovery, including those stepping down after treatment, those using the program alongside clinical treatment, and those seeking to build a different relationship with substances. For referring programs and clinicians, a portal facilitates easy handoffs and provides a recovery dashboard with real-time toxicology results and engagement data. The platform is HIPAA-compliant.

Requirements

• Reside in Southern California.
• Hold a valid driver's license and have reliable transportation.
• Possess 5+ years of experience in outside sales, community outreach, admissions, or business development with demonstrated ownership of a territory, pipeline, or revenue target.
• Have direct behavioral health or substance use treatment experience (strongly preferred).
• Be a trusted presence in the Southern California treatment community with established relationships that can produce qualified referrals in the first quarter.
• Experience opening a market or building a territory from an early stage, with the ability to articulate the process, including account math, channels, successes, and lessons learned.
• Understand the language of the treatment world (detox, residential, PHP, IOP, outpatient, MAT, sober living) and where recovery support fits.
• Understand how people pay for and access care, including private pay and insurance coverage, to accurately answer cost-related questions.
• Proven track record of meeting sales targets, with the ability to explain the underlying metrics.
• Ability to communicate credibly with diverse professionals, including clinical directors, attorneys, and concerned parents.
• Discipline in using CRM, with same-day logging of activities.
• Willingness to be managed on outcomes, with a weekly number and monthly business review structure.
• Ability to start soon.

Nice To Haves

• Experience in developing a territory strategy that could be replicated by other representatives.
• Personal or family recovery experience.

Responsibilities

• Own the territory plan, segmenting the market, deciding which accounts to invest in, and adjusting strategy based on performance.
• Focus on building relationships with treatment providers, including residential programs, detoxes, PHP/IOPs, outpatient programs, sober livings, and their discharge planners, case managers, admissions teams, clinical leaders, and alumni coordinators.
• Develop relationships with the clinical community, including therapists, addiction medicine and psychiatry practices, primary care physicians, and hospital social workers.
• Expand relationships to the legal and monitoring side, including interventionists, professional monitoring programs, drug courts, DUI and family law attorneys, probation, and parole.
• Pursue employer and community accounts such as EAPs, safety-sensitive employers, and recovery community organizations when they align with the plan.
• Be in the field four to five days a week, conducting 15-20 partner meetings weekly once ramped.
• Sell consultatively, understanding referrer needs before pitching and being willing to decline if Accountable is not a good fit.
• Run in-services and lunch-and-learns, and participate in relevant coalition meetings, professional events, and conferences.
• Maintain close contact with every referral, ensuring fast handoffs, closing the loop with partners, and protecting the company's reputation.
• Own and understand the referral number, identifying activities that create pipeline, conversion rates of accounts, and necessary adjustments for performance.
• Log activity, opportunities, and market intelligence in the CRM daily.
• Share learnings, including effective messaging, competitor activities, and unsuccessful approaches, with the outreach team.
• Adhere to Accountable's compliance standards in all referral relationships.

Benefits

• Medical, dental, and vision insurance.
• Paid time off.
• Mileage reimbursement for field work.
• Reimbursement for approved business expenses (parking, tolls, partner education, professional events).
• Performance bonus.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed