Director of Outreach — Substance Use Disorder (Remote - National)

Why Accountable

Accountable is a new kind of support for substance use recovery and sobriety. Every member is matched with a certified peer recovery coach who has been through recovery themselves, supported by daily breathalyzer monitoring, remote drug testing, and recovery groups, all delivered virtually. People come to us in different ways. For some it's the step down after treatment, when structure falls away and relapse risk peaks. For others it's ancillary support that runs alongside a clinical program, therapy, or 12-step work. And for a growing number it's the first step: they want a different relationship with alcohol and need structure and someone in their corner to build it. The company was founded by people in recovery. More than 10,000 members have come through the program, and coverage is expanding across every payer segment.

The opportunity

Our referral growth to date has been founder-led. We're hiring someone who has already run a national outreach organization to take it from here. You've designed territories before. You've set ramp expectations, hired and coached managers, and owned a national number, and you have a playbook you trust because you've watched it work. We want that playbook here, adapted to our business rather than copied over. Referrals reach us through several payer paths (private pay, Medicare, and commercial as contracting expands), and each one changes the conversation your team has with referral sources. To be clear about scope: a dedicated payor sales team owns insurance contracting. Your team owns referral demand — the clinicians, discharge planners, and community partners who send people to us — and fills the contracts that team signs. We're launching in a set of initial states with a drafted territory model and an expansion roadmap behind it, and we're recruiting the managers and territory managers right now. This is being built in real time, not on paper. Your job is to take it over, poke holes in the plan, finish the build, and make the number.

What you'll do

First 90 days

• Get into the field early. Ride along on existing referral relationships and shadow the enrollment and coaching workflow end to end before changing anything.
• Take over hiring already in motion. We are recruiting Outreach Managers and Territory Managers concurrently; you'll inherit the pipeline mid-stream, own the remaining hires, and make the final calls on your team.
• Put your stamp on the operating cadence: activity standards, pipeline stages, and reporting rhythm in our existing CRM.
• Pressure-test our drafted territory model against your playbook and finalize it: hub cities, drive-time catchments, and account universes per territory.
• Personally open two or three national or multi-site accounts so the field team has reference wins to point to.

First year

• Complete the field team build-out and get every territory to a defined productivity ramp.
• Own the national referral and enrollment number across all payer segments; report monthly to leadership by state, territory, and channel.
• Build and iterate the GTM playbook: ideal referral-partner profiles, outreach cadences, in-service materials, and payer-specific plays — the private-pay conversation (families, treatment centers), the Medicare conversation (discharge planners, MA plans, PCPs), and the commercial conversation as contracts go live.
• Develop the national referral account layer: multi-site treatment center groups, behavioral health systems, EAPs and unions, and national clinician networks.
• Partner with clinical operations on referral-to-admission handoffs and with billing on enrollment workflows so conversion doesn't leak between referral and first coaching session.
• Work within Accountable's compliance standards to ensure compliant sales operations across the field team, and set the ethical tone nationally: no referral fees, no per-head arrangements, no patient brokering. You build a team that grows fast without crossing lines, and you screen for that in every hire.
• Partner with Marketing to keep field materials current, compliant, and effective — in-service decks, leave-behinds, and messaging — with a feedback loop from the field on what's landing.
• Track competitors and synthesize market feedback into clear, decision-ready recommendations for leadership.
• Work alongside the payor sales team: hand off plan-level opportunities your field team surfaces, keep your team current on what's covered as new contracts go live, and make sure covered lives translate into referrals.
• Recommend market expansion: which states and territories come next, backed by the data model used for the launch markets.

What success looks like

• Month 3: state manager and territory manager hiring on track and early hires producing; territory dashboards running in the CRM; first multi-site referral partnerships sending referrals.
• Month 6: field team building out; national referral volume ramping month over month; active referring accounts growing in every launch territory.
• Month 12: launch markets fully staffed and producing against ramp; strong referral-to-enrollment conversion; a written playbook the next state can be opened with.

Who you are

• 10+ years of business development in behavioral health, addiction treatment, post-acute, or healthcare services. You know what a discharge planner's day looks like.
• 5+ years leading a national or multi-region field outreach organization, including managing managers. You've hired, ramped, and when necessary exited both reps and the leaders above them.
• A documented playbook you've run at national scale: territory design, ramp math, quota and comp structures, activity standards, CRM architecture. And the judgment to adapt it here rather than transplant it.
• You've led referral or demand generation for services paid across a payer set that includes cash pay. You know how the conversation with a referral source changes when the answer to “what does it cost” is private pay versus covered.
• You've opened new markets and carried the number for them, and you can talk specifics: ramp math, CAC, conversion rates.
• A working understanding of EKRA and the Anti-Kickback Statute, and of state-level patient-brokering and treatment-marketing laws. This is a requirement, not a nice-to-have: our growth model depends on being the ethical operator in a market that has plenty of the other kind.
• Formal sales-management training and a clear point of view on how you'd apply it to building, coaching, and motivating this team.
• You've led field teams you rarely saw in person, and you can explain how you kept a remote organization motivated, cohesive, and disciplined without micromanaging it.
• You know the peer recovery space and the digital/virtual care landscape: who the players are, how virtual recovery support gets bought and referred, and where the market is moving.
• Working fluency in Medicare, from eligibility and covered services to how MA plans and ACOs make referral decisions. You don't need to be a reimbursement expert; you need to be credible in the room.
• Fluency in the SUD treatment continuum: detox, residential, PHP/IOP, MAT, sober living, and the aftercare gap we fill.
• Disciplined about CRM (Salesforce or HubSpot) and builds reporting other people actually use.
• Comfortable in very different rooms: a hospital social worker, a treatment center CEO, a worried parent. Comfortable presenting to groups. Comfortable presenting at events as needed.
• Valid driver's license. Expect real field time; this job doesn't run from a dashboard.

Nice to have

• Existing referral relationships in major behavioral health markets.
• Experience running a field team whose referrals fed covered-lives contracts, working alongside a payor contracting or managed care team.
• Personal or family recovery experience. Valued here, never required.

Benefits & logistics

• Compensation depending on experience: $140,000-$180,000 + bonus + equity
• Competitive medical, dental, and vision; PTO.