Development Manager

Association of Fundraising Professionals; Norfolk (VA); Remote; USD 50,000 - 65,000; Full time

Job summary

The Elizabeth River Project is seeking a Development Manager to lead annual giving, donor engagement, and mid‑level fundraising. You will manage campaigns and events, coordinate with marketing and program staff, and build a robust donor pipeline for future major gifts.

This full‑time, exempt role reports to the Director of Development, collaborates across departments, and offers a comprehensive benefits package and a salary range of $50,000–$65,000.

Qualifications

• Fundraising principles focused on donor acquisition, cultivation, and retention.
• Event planning and sponsorship development strategies.
• Familiarity with foundation and corporate grant processes is preferable.

Responsibilities

• Lead annual giving campaigns and donor stewardship touchpoints.
• Manage membership program and donor communications.
• Drive new donor acquisition through events, campaigns, and partnerships.
• Cultivate mid-level donors and support major gift efforts.
• Plan and execute fundraising events and donor gatherings.
• Produce regular development reports and dashboards.

Skills

Fundraising & Relationship Building

Organization & Coordination

Communication

Event Management

Technical Competence

Team Leadership

Education

Bachelor's degree or equivalent preferred

High school diploma or GED required

Tools

Microsoft Office Suite

Donor databases

Online grant systems

Job description

GENERAL STATEMENT OF RESPONSIBILITIES

The Development Manager supports and advances the Elizabeth River Project's fundraising strategy by managing annual giving, donor engagement, new donor acquisition, and mid-level donor cultivation. This role ensures high-quality execution of campaigns and events and plays a key part in building a strong donor pipeline for future major gifts. The Development Manager works collaboratively across all departments and with all program staff to ensure alignment between fundraising initiatives and organizational goals. This position reports to the Director of Development.

ESSENTIAL JOB FUNCTIONS

Fundraising & Development

• Implement ERP's annual giving campaigns, including direct mailings, membership renewals, and donor stewardship touchpoints.

• Manage ERP's membership program, including maintaining membership gift inventory, occasionally shipping membership gifts, tracking program results, and contributing fresh ideas for annual membership campaigns.

• Lead new donor acquisition efforts, identifying and testing strategies to attract new supporters through events, campaigns, partnerships, and outreach across the watershed.

• Identify opportunities to increase donor giving potential by conducting prospect research and leveraging tools such as wealth screening, philanthropic research platforms, and donor analytics.

• Manage a portfolio of mid-level donors, conducting outreach, stewardship, and solicitations.

• Support major gift efforts through prospect research and coordinated moves management.

• Lead planning and logistics for fundraising events and donor gatherings, including Drinks on the Deck and ERP's River Holiday Party.

• Identify and lead coordination of events that are realistic, mission-aligned, and effective for donor acquisition and visibility within the watershed.

• Coordinate with Director of Marketing and Communications and program staff to ensure donor-centered, cohesive messaging across print, digital, and even t materials.

• Support the Database Coordinator with donation processing during peak giving periods, including year-end fundraising and direct mail campaigns.

• Prepare and send timely donor thank-you letters, and refresh the featured story quarterly to demonstrate how donors' support advances ERP's mission.

• Produce regular development reports, dashboards, and segmentation lists to track progress and support strategy.

• Support the Director of Development with revenue forecasting, donor acquisition and prospecting, budgeting, and campaign planning.

• Assist the Director of Development with writing foundation grant proposals and cultivating strong relationships with foundation partners.

• Manage and help develop third-party and volunteer fundraisers; track progress and provide ongoing support and follow-up to ensure fundraising success.

• Under the direction of the Director of Development, maintain organized digital and physical records of fundraising materials, correspondence, and event planning documents.

• Perform other duties as necessary.

REQUIRED KNOWLEDGE

• Principles of fundraising, especially those related to donor acquisition, cultivation, and retention.

• Event planning and sponsorship development strategies.

• Familiarity with foundation and corporate grant processes is preferable.

REQUIRED SKILLS

• Fundraising & Relationship Building: Proven ability to cultivate, solicit, and steward donors and sponsors.

• Organization & Coordination: Strong planning and multitasking skills; ability to manage multiple projects.

• Communication: Excellent written and verbal communication; adept at creating compelling fundraising materials and correspondence. Confidence and ability to pitch and close an "ask".

• Event Management: Experienced and enjoys tabling at events and managing fundraising events and related volunteers.

• Technical Competence: Proficient with Microsoft Office Suite; comfortable using donor databases and online grant systems. Ability to analyze data from donor database to identify trends and build pipeline to increase donor support.

• Team Leadership: Skilled in supervising volunteers and working with colleagues, providing direction, and fostering a collaborative work environment.

REQUIRED ABILITIES

• Creativity & Adaptability: Develops innovative approaches to engage donors and broaden outreach.

• Analytical Thinking: Tracks fundraising data, evaluates progress, and uses information to guide future strategies.

• Interpersonal Sensitivity: Works effectively with a wide variety of stakeholders; communicates tactfully and diplomatically.

• Perseverance: Demonstrates commitment and persistence in achieving fundraising goals despite challenges.

Education and Experience:

• High school diploma or GED required. Bachelor's degree or other relevant training preferred.

• 2-3 years of experience in nonprofit development or related experience.

• Demonstrated experience in donor acquisition, donor stewardship, and prospect research.

• Familiarity with donor databases, wealth screening tools, and fundraising analytics platforms preferred.

• Strong writing, organizational, and project management skills.

• Strong interest in environmental stewardship and the mission of the Elizabeth River Project.

Additional Requirements:

• An acceptable general background check to include a criminal history check.

• Valid driver's license, clean driving record, and reliable personal transportation.

Physical and Time Requirements:

• Flexible working hours may include evenings and weekends – regular schedule except around events and certain campaigns.

• Ability to work remotely.

• Requires the ability to exert light physical effort in sedentary to light work.

• Some lifting, carrying, pushing, and/or pulling of objects and materials of light weight (5-20 pounds).

• Tasks may involve extended periods at a computer or workstation.

Sensory Requirements:

• Some tasks require the ability to perceive and discriminate sounds and visual cues or signals.

• Some tasks require the ability to communicate orally.

Position Parameters:

Reports to: Director of Development

This is a full-time, exempt, salaried position for 40 hours a week with a comprehensive benefits package. The salary range for this position is $50,000 - $65,000.