Associate Director of Principal Gift Development

The Nature Conservancy; Chicago (IL); Hybrid; USD 125,000 - 160,000; Full time

Benefits offered by this job

401(k) plan with employer match

Health care benefits

Job summary

The Nature Conservancy is seeking an Associate Director of Principal Gift Development to lead multi-year strategies for qualification, cultivation, and solicitation of principal gift prospects. The role focuses on building a principal gift portfolio across the Midwest (IL, IN, WI, OH, MI) and Chicago wealth markets, collaborating with global teams.

The position emphasizes discovery work, donor articulation of assets, and strategic engagement with UHNW donors, foundations, and institutions, with

Qualifications

• Bachelor’s degree and 7 years related experience.
• Experience building a portfolio of UHNW donors.
• Experience in asking for and closing seven-figure gifts, including planned gifts.
• Knowledge of fundraising principles and practices.
• Experience with capital campaigns, major gifts and planned giving.

Responsibilities

• Qualify at least ten principal gift-level prospects in the first year.
• Build a warm portfolio of UHNW donors; manage 25–40 donors as portfolio matures.
• Manage a fundraising goal and metrics per PG Department standards; conduct discovery-based metrics.
• Staff chapter leadership as appropriate; travel frequently and work long weekends as needed.

Skills

UHNW donor experience

Donor stewardship

Fundraising strategy

Non-cash gifts/planned giving

Education

Bachelor’s degree

Tools

Donor database

Job description

What We Can Achieve Together

The Associate Director of Principal Gift Development develops, implements, and manages effective multi-year strategies and plans for the qualification, cultivation, and solicitation of principal gift level prospects, including individual donors, but also from foundations and institutional prospects. With an emphasis on building a principal gift portfolio, the incumbent works across the Midwest division (IL, IN, WI, OH and MI) toward building TNC’s donor base and raising impactful gifts for TNC’s mission and campaign, focusing on wealth markets such as Chicago. The incumbent would join a team that is dedicated to modeling and fostering a highly collaborative approach to principal gift fundraising from ultra-high-net-worth (UHNW) prospects, and to creating, testing, innovating, and sharing strategies and tactics for Discovery.

We’re Looking For You

The Associate Director understands and applies complex principles of developing donor strategies and builds strong relationships; they will build a portfolio from while also cultivating current donors toward increased giving. They will discover, cultivate and steward donors for outright, pledged and complex gifts. They will be responsible for direct asks to both global and local priorities to meet funding needs. They discuss assets proficiently and listen for opportunities for gifts of assets or other non-cash gifts, such as planned gifts and other complex vehicles. They will incorporate blended gifts and gifts of assets in proposals to donors. They are capable of discussing the priorities of the Conservancy. They understand organizational budgets and are proficient in utilizing this knowledge to build proposal budgets. They have knowledge of charitable giving, particularly private foundations, operating foundations, and Donor Advised Funds. The Associate Director should have an entrepreneurial spirit and approach to pipeline development. They have experience in and enthusiasm for principal gifts discovery work, creative approaches to prospect outreach and engagement, can listen for opportunities for non-cash gifts. They are capable of discussing the mission and values of the Conservancy and working collaboratively within a complex matrix organization. They will work across chapters and programs and align closely with the global principal gifts team. They will staff chapter leadership as a moves manager as appropriate. They will manage assigned trustee relationships and/or volunteer engagement as appropriate. They will be required to adhere to TNC’s stated values. They will use the Conservancy’s donor database.

What We Can Achieve Together

The Associate Director of Principal Gift Development develops, implements, and manages effective multi-year strategies and plans for the qualification, cultivation, and solicitation of principal gift level prospects, including individual donors, but also from foundations and institutional prospects. With an emphasis on building a principal gift portfolio, the incumbent works across the Midwest division (IL, IN, WI, OH and MI) toward building TNC’s donor base and raising impactful gifts for TNC’s mission and campaign, focusing on wealth markets such as Chicago. The incumbent would join a team that is dedicated to modeling and fostering a highly collaborative approach to principal gift fundraising from ultra-high-net-worth (UHNW) prospects, and to creating, testing, innovating, and sharing strategies and tactics for Discovery.

We’re Looking For You

The Associate Director understands and applies complex principles of developing donor strategies and builds strong relationships; they will build a portfolio from while also cultivating current donors toward increased giving. They will discover, cultivate and steward donors for outright, pledged and complex gifts. They will be responsible for direct asks to both global and local priorities to meet funding needs. They discuss assets proficiently and listen for opportunities for gifts of assets or other non-cash gifts, such as planned gifts and other complex vehicles. They will incorporate blended gifts and gifts of assets in proposals to donors. They are capable of discussing the priorities of the Conservancy. They understand organizational budgets and are proficient in utilizing this knowledge to build proposal budgets. They have knowledge of charitable giving, particularly private foundations, operating foundations, and Donor Advised Funds. The Associate Director should have an entrepreneurial spirit and approach to pipeline development. They have experience in and enthusiasm for principal gifts discovery work, creative approaches to prospect outreach and engagement, can listen for opportunities for non-cash gifts. They are capable of discussing the mission and values of the Conservancy and working collaboratively within a complex matrix organization. They will work across chapters and programs and align closely with the global principal gifts team. They will staff chapter leadership as a moves manager as appropriate. They will manage assigned trustee relationships and/or volunteer engagement as appropriate. They will be required to adhere to TNC’s stated values. They will use the Conservancy’s donor database. This is a hybrid position that reports to the Chicago Field Office.

Responsibilities & Scope

• Responsible for qualifying at least ten (10) principal gift-level prospects in the first year.
• Responsible for building a warm PG portfolio of UHNWI in the first three years, with solicitations underway leading into, or before year three.
• While the position is initially focused on building a new portfolio, a principal gift fundraiser should expect to manage a portfolio of 30-50 prospects who have the capacity to give over $5,000,000 each. Once the portfolio has matured, the incumbent will be responsible for a defined annual fundraising goal and moves/activity metrics respective to the portfolio and PG Department standards. In years one and two, the incumbent will be responsible for discovery-based metrics such as annual qualifications, quarterly outreach goals, and other discovery and performance metrics as assigned.
• Decisions may have program-wide impact, affect staff in non-program areas, and bind the organization financially or legally.
• Direct or participate in negotiations for complex, high profile or sensitive agreements.
• Ensure compliance with TNC policies and procedures and external (donor/legal/IRS) requirements; be alert to ethical compliance issues.
• Financial responsibility for setting and meeting fundraising objectives, evaluating results, and developing corrective strategies.
• Implement and lead multiple collaborative and complex projects, directing work of staff, managing budget, setting deadlines, and ensuring accountability.
• Maintain confidentiality of frequently sensitive and emotionally charged information.
• Maximum opportunity to act independently, resolves complex issues within scope.
• May supervise support or administrative staff.
• Persuasively convey the mission of TNC to diverse groups important to the organization’s overall prosperity.
• Travel frequently and on short notice, work long and weekends as needed.
• Work environment involves only infrequent exposure to disagreeable elements and minor physical exertion and/or strain.
• In addition to discovery work, manage a portfolio of 25-40 donors, including donors with the capacity to give over $750,000, once the portfolio is developed. Responsible for 40 – 75 visits and 120 – 225 moves annually. Build toward an annual fundraising goal of $2,000,000 or more, along with a goal for bequest notifications.

What You’ll Bring

• Bachelor’s degree and 7 years related experience.
• Experience building a portfolio as well as maintaining long-term relationships with UHNW donors.
• Experience in asking for and closing seven-figure gifts, including planned gifts.
• Experience in managing and tracking multiple prospects and donors.
• Experience working with fundraising principles and practices.
• Experience, coursework, or other training in current and evolving trends in charitable giving, particularly in the areas of capital campaigns, major gifts and planned giving.

Desired Qualifications

• Multi-lingual skills and multi-cultural or cross-cultural experience appreciated.
• Ability to design and implement fundraising strategies, including cultivation, solicitation and recognition strategies.
• Ability to determine an individual’s interests, capacity and potential for helping the Conservancy meet its goals, and act appropriately to tie those interests with the Conservancy’s work.
• Ability to educate and inform prospective and existing donors about appropriate giving vehicles.
• Advanced knowledge of complex charitable gift planning.
• Demonstrated experience using listening, diplomacy, and tact to build strong relationships and motivate donors and volunteers.
• Proven ability to negotiate complex, high profile or sensitive agreements.

Salary Information

The starting pay range for a candidate selected for this position is generally within the range of $125,000 to $160,000 (subject to required tax withholding). This range only applies to candidates whose country of employment is the USA. Where a successful candidate’s actual pay will fall within this range will be based on a variety of factors, including, for example, the candidate's location, qualifications, specific skills, and experience. Please note countries outside the USA would have a different pay range in the local currency based on the local labor market, and not tied to USA pay or ranges. Your geographic location will be confirmed during the recruitment.

Who We Are

The Nature Conservancy’s mission is to protect the lands and waters upon which all life depends. As a science-based organization, we create innovative, on-the-ground solutions to our world’s toughest challenges so that we can create a world in which people and nature thrive. We’re rooted in our mission and guided by our values, which include respect for all people, communities, and cultures. Whether it’s career development, flexible schedules, or a rewarding mission, there’s many reasons to love life inside TNC. Want a better insight to TNC? Check out our TNC Talent playlist on YouTube to hear stories from staff or visit Glassdoor.

What We Bring

Since 1951, TNC has been doing work you can believe in. Through grassroots action, we have grown from a small non-profit into one of the most effective and wide-reaching environmental organizations in the world. Thanks to more than 1 million members, over 400 scientists, and the dedicated efforts of our diverse staff and partners, we impact conservation around the world! TNC offers a competitive, comprehensive benefits package including health care benefits, flexible spending accounts, a 401(k) plan with an 8% employer match, parental leave, accrued paid time off, life insurance, disability coverage, employee assistance program, other life and work well-being benefits. Learn more about our Benefits and Perks here. We’re proud to offer a flexible work environment that supports of the health and well-being of the people we employ.

The Nature Conservancy is an Equal Opportunity Employer.

Our commitment to equal employment opportunity includes the recognition that our conservation mission is best advanced by the leadership and contributions of people of all backgrounds, beliefs, and culture. Recruiting and mentoring staff to create an inclusive organization is a priority, and we encourage applicants from all cultures, races, colors, religions, sexes, national or regional origins, ages, disability status, sexual orientation, gender identity, military, protected veteran status or other status protected by law. The successful applicant must meet the requirements of The Nature Conservancy's background screening process.

Do you have military experience? Visit our U.S. Military Skills Translator to match your military experience with our current job openings!

TNC is committed to offering accommodations for qualified individuals with disabilities and disabled veterans in our job application process.