Key Responsibilities and Required Skills for Major Gifts Officer

🎯 Role Definition

The Major Gifts Officer (MGO) is a key fundraising professional responsible for advancing the organization's mission by securing significant financial contributions from high-net-worth individuals, family foundations, and corporate partners. This role focuses on building and nurturing a portfolio of major donors through a systematic process of identification, cultivation, solicitation, and stewardship. The MGO works collaboratively with executive leadership, board members, and program staff to create and implement personalized strategies that align donor interests with the organization's strategic priorities, ultimately driving transformational support.

📈 Career Progression

Typical Career Path

Entry Point From:

Development Manager or Associate
Annual Fund Manager
Grants Manager or Writer

Advancement To:

Director of Major Gifts
Director of Development / Director of Advancement
Chief Development Officer (CDO) or VP of Advancement

Lateral Moves:

Planned Giving Officer
Director of Corporate and Foundation Relations

Core Responsibilities

Primary Functions

Manage a dynamic portfolio of 120-150 high-net-worth individuals and family foundations, guiding them through the full donor cycle from identification and cultivation to solicitation and stewardship.
Develop and execute bespoke cultivation and solicitation strategies for each major donor, creating personalized engagement plans that align their philanthropic interests with the organization's strategic priorities.
Proactively identify, research, and qualify new major gift prospects using wealth screening data, peer networks, and sophisticated research tools to continuously build the pipeline for future support.
Plan and execute a significant number of meaningful, strategic face-to-face visits and interactions with donors and prospects, both locally and through regional travel.
Personally solicit and close five, six, and seven-figure gifts, including multi-year commitments, to meet and exceed ambitious annual fundraising goals.
Craft compelling, highly personalized funding proposals, case statements, and impact reports that clearly articulate the organization's vision and the tangible outcomes of a donor's investment.
Collaborate closely with the CEO, Executive Director, and Board members, strategically engaging them in fundraising activities, including donor meetings, cultivation events, and solicitations.
Design and implement creative, high-touch stewardship plans to ensure major donors feel valued, informed, and connected to the impact of their philanthropy, fostering long-term loyalty and increased giving.
Develop a deep and comprehensive understanding of the organization's programs, strategic plan, and funding priorities to effectively serve as a passionate and knowledgeable ambassador.
Partner with the events team to leverage fundraising and cultivation events, developing targeted invitation lists and personalized follow-up strategies for major donor attendees.
Work in concert with the Planned Giving team to identify and cultivate prospects for blended gifts, integrating major and planned giving conversations where appropriate.
Maintain accurate and timely records of all donor interactions, strategies, and moves within the CRM database (e.g., Raiser's Edge, Salesforce) to ensure data integrity and effective portfolio management.
Prepare detailed briefing materials for leadership and board members in advance of donor meetings, ensuring they are well-equipped to engage prospects effectively.
Forecast and manage a revenue pipeline, providing regular, accurate reports on progress towards goals and key performance indicators to the Director of Development.
Represent the organization at community functions, conferences, and networking events to build visibility and identify potential supporters.
Stay current on fundraising best practices, philanthropic trends, and tax laws affecting charitable giving to inform and refine fundraising strategies.
Build strong internal relationships with program, finance, and communications staff to facilitate a collaborative and integrated approach to fundraising.
Develop and manage a budget for the major gifts program, including travel and entertainment expenses, ensuring a strong return on investment.
Guide and support volunteer leaders and board members in their own peer-to-peer fundraising efforts, providing them with the tools and confidence to be successful advocates.
Lead the creation of donor recognition opportunities and ensure all benefits associated with major gift levels are fulfilled in a timely and professional manner.

Secondary Functions

Collaborate with the communications team to develop compelling donor-centric content for newsletters, annual reports, and digital channels.
Assist in the planning and execution of small-scale, high-touch cultivation and stewardship events designed for major donors.
Provide mentorship and guidance to junior development staff, sharing expertise and fostering a culture of philanthropy throughout the organization.
Participate in inter-departmental meetings and strategic planning sessions to ensure fundraising objectives are aligned with overall organizational goals.

Required Skills & Competencies

Hard Skills (Technical)

Proficiency in fundraising CRM software (e.g., Raiser's Edge NXT, Salesforce for Nonprofits, Blackbaud CRM).
Expertise in using prospect research and wealth screening tools (e.g., WealthEngine, iWave, DonorSearch).
Advanced proficiency in the Microsoft Office Suite (Word, Excel, PowerPoint, Outlook).
Demonstrated ability to develop and manage fundraising budgets and revenue forecasts.
Strong understanding of the full donor cycle (identification, cultivation, solicitation, stewardship).
Experience in crafting compelling grant proposals, case statements, and donor impact reports.
Knowledge of planned giving vehicles (bequests, trusts, etc.) and blended gift strategies.
Familiarity with data analysis and using metrics to drive fundraising strategy.
Experience managing fundraising campaigns, from planning to execution and reporting.
Skill in project management, with the ability to manage multiple complex initiatives simultaneously.

Soft Skills

Exceptional interpersonal and relationship-building skills with a high degree of emotional intelligence.
Superior written and verbal communication skills, with the ability to articulate a compelling vision and inspire action.
Unwavering discretion and the ability to handle confidential donor information with the utmost sensitivity and integrity.
High level of persistence, initiative, and resilience in pursuing and achieving ambitious goals.
Strategic thinking and problem-solving abilities, capable of developing creative solutions to fundraising challenges.
Natural collaborator who can work effectively with diverse teams, including leadership, program staff, and volunteers.
Excellent listening skills and a donor-centric mindset, with a genuine curiosity about people's passions and motivations.
Strong negotiation and persuasion skills, with the ability to close major gifts confidently and gracefully.
Superb organizational and time-management skills, with a keen attention to detail.
Poise, maturity, and professionalism in all interactions.

Education & Experience

Educational Background

Minimum Education:

Bachelor's Degree

Preferred Education:

Master's Degree
Certified Fund Raising Executive (CFRE) credential

Relevant Fields of Study:

Communications
Marketing
Business Administration
Public Administration
Non-Profit Management

Experience Requirements

Typical Experience Range: 5-7+ years of progressive experience in non-profit fundraising, with a specific focus on individual giving or major gifts.

Preferred: A demonstrable and proven track record of personally identifying, cultivating, soliciting, and closing five, six, and seven-figure gifts from individuals and/or family foundations. Experience working within a large, complex organization and as part of a comprehensive fundraising campaign is highly desirable.