Managing Director, Major Gifts

Job activities include but are not limited to:

• Portfolio Management
• Serves as the primary relationship manager for a portfolio of approximately 50-100 current and prospective supporters. Engage supporters through phone, video conference, in-person meetings, and digital engagement. Connect supporters’ philanthropic priorities with the organization's most critical programs and ambitions.
• In partnership with the Deputy Chief Advancement Officer, the CAO, Major Gifts, and other colleagues, creates fundraising goals and the strategy for achieving them.
• Ensures that each donor and prospect has a clear strategy for cultivation and solicitation leading to upgraded giving over time.
• Track progress toward team and individual goals diligently and accurately in the CRM (Salesforce).
• Works closely with the research team, and others as needed internally and externally to identify new prospects and develop strategies for the cultivation and solicitation of philanthropic support.
• Designs and implements donor outreach and communications efforts working in partnership with internal and external stakeholders.
• 30-40% travel is likely for this role throughout the region.

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  Internal and External Relationship Management
• Works with other Advancement, Program & Communication staff, as well as Chapter staff and volunteer leadership, to help develop and implement Major Gift programs, events, communications, and materials.
• Collaborating with colleagues in Campaigns Strategy, Membership Growth, and Financial Operations to track and report on progress to goal diligently and accurately on a regular basis
• Works closely with Advancement leadership and staff to identify prospects and develop strategies for the cultivation and solicitation of philanthropic support, and identifying opportunities to engage executive staff as needed to secure new gifts.

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  Strategic Planning and Execution
• Drives the strategies and plan to identify, cultivate, upgrade, and/or solicit retained and new donors, with an eye to building a strong pipeline of qualified major donors.
• Maintain an emphasis on high-net-worth individuals and foundations with the capacity to give $100,000 or greater.
• Maintains knowledge and expertise in environmental issues, as well as all other Sierra Club's priorities, and concerns to identify and develop funding opportunities.

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  Staff Management
• Supervises and provides direction, clear deliverables and KPIs, coaching, and professional development to ensure retention and growth.
• Plans, prioritizes and manages the work of the staff member and assesses performance.
• Evaluates job candidates and makes effective recommendations on suitable hires as well as transfers and promotions.

The successful candidate must have the following skills and experience:

• 10+ years of senior-level experience or equivalent combination of experience and education in development and major gift fundraising, including a strong background in the identification, qualification and cultivation and solicitation of six and higher figure gifts to nonprofit organizations or similar equivalent experience.
• Proven ability and inclination to build a portfolio of prospects and grow a revenue pipeline through active identification, qualification and cultivation strategies.
• Strong knowledge of fundraising best practices, planned giving, financial and/or estate planning concepts, and campaign planning.
• Personal success identifying, qualifying, cultivating, soliciting, and stewarding individual and institutional donors at the major and principal gifts levels, and ability to inspire high-net-worth individuals and institutional funders to provide significant financial support to an organization.
• Deep understanding of and appreciation for the philanthropic process and individual giving behaviors.
• Experience working with organizational leadership, preferably in a non-profit setting.
• Ability to develop strong, positive, and constructive relationships with internal and external stakeholders; high emotional intelligence and flexibility, with the ability to continually experiment, learn, and revise strategies; and the exceptional ability to juggle a heavy volume of diverse projects.
• Demonstrated ability to prioritize, multi-task, and meet deadlines and fundraising goals.
• Excellent writing, editing, and presentation skills and demonstrated ability to handle complex environmental and social justice issues and translate information about them to diverse audiences in ways that are consistent with the Sierra Club’s mission and goals and that will encourage long-lasting connections to the organization.
• 2+ years of supervisory experience, including the ability to set goals and strategy, drive accountability and progress, and foster a positive team culture of collaboration, respect, and open dialogue across geographically dispersed teams.
• Proficiency with fundraising databases and MS Office applications.
• Passion for the Sierra Club’s commitment to environmental and social justice.
• Ability to travel 30% of the time as needed across the country.
• Committed to evolution. You are committed to continuously deepening and evolving your own understanding of systems of oppression through study, openness, and humility. And you easily recognize your own relationship to privilege and power, examining and shifting your behaviors as appropriate.
• Uplifting and additive. You see mistakes as opportunities for growth; problems as catalysts for solutions, and inspire others along the journey. You carry a constructive approach, can-do attitude, a sense of humor, and authentic kindness wherever you go.