Business Development Manager/Director, Substance Use Recovery – Southern California

About the level

We’re hiring one person to drive referral growth in Southern California. We’ll bring you in as a 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. Apply to the one that fits; we’ll confirm it during the process.

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.

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 the market you’ll build, working in concert with our leadership team. 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. Your focus is referral demand: the treatment centers, clinicians, discharge planners, and community partners who send people to us. This role reports to the Chief Revenue Officer.

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 with the leadership team covering your market’s referral sources. Segment the market, decide together 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.
• 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.
• 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 outre