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Key Responsibilities and Required Skills for Director of Development

💰 $85,000 - $150,000

NonprofitFundraisingDevelopmentLeadershipPhilanthropy

🎯 Role Definition

The Director of Development is a senior fundraising leader responsible for creating and implementing an integrated development strategy that secures philanthropic support, cultivates and stewards donors, and builds organizational capacity to meet short- and long-term revenue goals. This role oversees major gift solicitation, annual giving, grants management, events, planned giving, and development operations, while managing a team of development professionals and collaborating closely with executive leadership and the board to align fundraising priorities with programmatic goals.

📈 Career Progression

Typical Career Path

Entry Point From:

  • Development Manager
  • Major Gifts Officer
  • Grants & Foundations Manager

Advancement To:

  • Vice President / Chief Development Officer
  • Executive Director / CEO (for smaller organizations)
  • Head of Philanthropy (multi-site or national office)

Lateral Moves:

  • Director of Philanthropy
  • Director of Advancement (education sector)
  • Director of Institutional Giving

Core Responsibilities

Primary Functions

  • Develop and execute a comprehensive annual and multi-year development strategy that targets diversified revenue streams including major gifts, annual fund, corporate partnerships, foundation grants, planned giving, and events to meet organizational revenue goals.
  • Lead identification, qualification, cultivation, solicitation, and stewardship of major gift prospects and donors, personally managing a portfolio of high-capacity prospects and closing six- and seven-figure gifts.
  • Design, plan, and direct capital campaigns and special fundraising initiatives from feasibility study through campaign close, including campaign case statement development, campaign leadership engagement, and targeted solicitation strategies.
  • Establish and manage measurable fundraising goals and key performance indicators (KPIs); report progress monthly and quarterly to the CEO and Board Development/Fundraising Committee.
  • Build, mentor, and manage a high-performing development team (major gifts officers, annual giving staff, grant writers, development operations), including hiring, training, coaching, and performance evaluations.
  • Oversee grant strategy and grant writing processes: research foundation prospects, develop proposals, track grant reporting requirements, and ensure timely submission of applications and reports.
  • Partner with the CEO and Board to engage trustees in fundraising activities, including board giving expectations, committee recruitment, and board-driven prospect introductions.
  • Create and implement major gift solicitation materials, cultivation plans, gift agreements, recognition programs, and stewardship strategies that deepen donor relationships and increase lifetime value.
  • Manage development operations and systems including CRM database administration (Raiser’s Edge, Salesforce Nonprofit Success Pack, Bloomerang), gift processing, donor acknowledgement, and data integrity to ensure accurate pipeline management and reporting.
  • Produce high-quality donor communications and fundraising collateral (case statements, proposals, solicitation packets, stewardship reports, digital campaigns) aligned with brand and programmatic priorities.
  • Develop and execute individual giving and annual fund strategies, using segmentation, multi-channel appeals, digital fundraising, and peer-to-peer campaigns to broaden the donor base and increase retention.
  • Secure corporate partnerships and sponsorships by identifying mutually beneficial opportunities, negotiating benefit packages, and maintaining ongoing corporate stewardship.
  • Oversee fundraising events (galas, benefit concerts, community fundraisers) end-to-end, including budget management, vendor negotiation, sponsorship sales, and post-event reporting to optimize ROI.
  • Lead planned giving program development, working with legal and financial advisors to create bequest language, deferred giving options, and donor education opportunities.
  • Collaborate with program leadership to translate program impact into compelling fundraising narratives and measurable outcomes for donor proposals and reports.
  • Ensure compliance with fundraising best practices, ethics, legal requirements, and donor intent; maintain accurate gift agreements and stewardship records.
  • Analyze donor data and fundraising performance trends to inform strategy, identify retention and upgrade opportunities, and forecast revenue.
  • Develop and manage the development budget, ensuring effective allocation of resources and cost controls to maximize net revenue.
  • Act as a visible, credible ambassador for the organization at community events, meetings, and public forums to cultivate awareness, partnerships, and donor relationships.
  • Implement donor segmentation and wealth-screening processes; use prospect research to prioritize outreach and develop targeted engagement plans.
  • Create and maintain a robust pipeline of prospective donors through networking, cultivation events, prospect research, board referrals, and community engagement.

Secondary Functions

  • Support ad-hoc data requests and exploratory donor analytics to inform targeted solicitations and identify cross-sell/up-sell opportunities across giving channels.
  • Contribute to the organization's development technology roadmap and CRM optimization plan, ensuring database best practices support fundraising efficiency.
  • Collaborate with marketing, communications, finance, and program teams to translate fundraising needs into measurable campaign requirements and integrated outreach strategies.
  • Participate in strategic planning and staff leadership meetings; contribute to organizational strategy with fundraising insights and revenue forecasting.
  • Oversee donor acknowledgement processes and ensure timely, personalized stewardship that aligns with donor preferences and recognition policies.
  • Manage vendor relationships (digital fundraising platforms, event vendors, prospect research services) to ensure service quality and cost-effectiveness.
  • Develop training programs and tools to build fundraising capacity across staff and board members, including solicitation scripts, briefing materials, and stewardship templates.
  • Lead regular pipeline reviews and prospect briefings with executive leadership and board members to coordinate solicitation strategies.
  • Ensure secure handling of donor data and maintenance of privacy standards in accordance with organizational policy and relevant regulations.
  • Support cross-functional initiatives such as diversity, equity, and inclusion (DEI) in fundraising practices and broaden community engagement efforts.

Required Skills & Competencies

Hard Skills (Technical)

  • Major gifts cultivation and solicitation — demonstrated track record closing six- and seven-figure gifts.
  • Capital campaign planning and execution, including feasibility studies, campaign timelines, and volunteer leadership engagement.
  • Grant writing and grants management — researching funders, writing persuasive proposals, and managing reporting and compliance.
  • CRM proficiency: Raiser’s Edge, Salesforce Nonprofit Success Pack (NPSP), Bloomerang, or equivalent; strong data hygiene and segmentation skills.
  • Fundraising analytics and pipeline management — forecasting, KPI monitoring, donor lifetime value analysis, and revenue modeling.
  • Planned giving knowledge — bequests, charitable remainder trusts, gift annuities, and collaboration with legal/financial advisors.
  • Digital fundraising and email/donor engagement platforms — creating multi-channel acquisition and retention campaigns.
  • Budget management and P&L stewardship for development operations and events.
  • Proposal and case statement writing — strong persuasive writing and storytelling focused on impact metrics.
  • Event management and sponsorship sales — designing benefit packages and maximizing event ROI.
  • Prospect research and wealth screening tools (WealthEngine, DonorSearch, iWave) to prioritize donor engagement.
  • Contract negotiation and vendor management with fundraising technology and event service providers.
  • Familiarity with nonprofit regulatory and ethical standards for fundraising, gift acceptance, and donor privacy.

Soft Skills

  • Strategic leadership with the ability to translate mission and program outcomes into clear fundraising priorities.
  • Relationship-oriented interpersonal skills; exceptional donor cultivation, stewardship, and closing abilities.
  • Executive presence and comfort engaging high-net-worth individuals, corporate leaders, and foundation officers.
  • Strong communication and storytelling skills — able to craft compelling narratives that mobilize philanthropic support.
  • Collaborative team leadership — mentorship, delegation, conflict resolution, and cross-departmental influence.
  • High emotional intelligence, empathy, and cultural competency to engage diverse donor constituencies.
  • Results-driven mindset with attention to detail and strong organizational skills.
  • Negotiation and persuasive influence skills to secure commitments and partnerships.
  • Adaptability and problem-solving in fast-paced, resource-constrained environments.
  • Ethical judgment and confidentiality when handling sensitive donor information.

Education & Experience

Educational Background

Minimum Education:

  • Bachelor’s degree in Business, Nonprofit Management, Communications, Public Administration, English, or related field.

Preferred Education:

  • Master’s degree in Nonprofit Management, Philanthropy, Business Administration (MBA), Public Administration (MPA), or related advanced degree.

Relevant Fields of Study:

  • Nonprofit Management
  • Public Administration
  • Business Administration
  • Communications / Marketing
  • Finance / Accounting

Experience Requirements

Typical Experience Range: 7–12 years of progressive fundraising experience with at least 3–5 years in a leadership or director-level role.

Preferred:

  • 10+ years of comprehensive fundraising experience, including demonstrated success with major gifts, capital campaigns, grants, and development team leadership.
  • Proven track record of securing and stewarding high-value donors and closing transformational gifts.
  • Experience working closely with executive leadership and boards to drive fundraising results and engage volunteer leadership.
  • Demonstrated success using CRM systems for pipeline management and donor analytics; experience with Raiser’s Edge or Salesforce NPSP preferred.
  • Experience in budgeting, financial forecasting, and managing development operations and events.
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