Development Manager, Donor Growth & Strategy

Air & Space Forces Association; Arlington (VA); Hybrid; USD 82,000 - 92,000; Full time

Job summary

Air & Space Forces Association seeks a Development Manager to drive the annual fund and build a new mid-level giving program, reporting to the VP of Philanthropy. This individual contributor role blends campaign strategy, compelling storytelling, and data-driven decision making to grow support from individual donors.

Based at the Arlington, VA headquarters, the role features a hybrid schedule with in-office and telework days.

Qualifications

• Bachelor's degree in a related field, or equivalent professional experience.
• 3–5 years of fundraising experience, with demonstrated success in annual giving, direct response, and/or mid-level or major gifts.

Responsibilities

• Develop and execute the multi-channel annual fund strategy across direct mail, email, website, and social media to generate unrestricted general operating support from individual donors.
• Write and edit persuasive fundraising copy that translates AFA's mission into compelling impact stories.
• Lead annual fund data strategy by synthesizing Salesforce CRM data, prospect research, and campaign analytics to segment audiences, personalize messaging, and identify upgrade and reactivation opportunities — partnering with IT as needed.
• As data quality grows, build and monitor campaign performance reports (response rate, average gift, ROI, retention and upgrade rates) and translate results into actionable recommendations for future appeals.
• Partner across departments (Communications, Membership & Field Relations, Programs) to build on the existing AFA member experience and source stories, imagery, and engagement opportunities that inspire greater support.
• Manage annual fund vendor relationships and production timelines to ensure on-time, on budget delivery.
• Lead Mid-Level Giving (40%) - Help design and launch AFA's new mid-level giving program, establishing strategy, moves management, and stewardship touchpoints for donors giving $1,000–$9,999 annually.
• Serve as the lead frontline fundraiser for this donor segment, conducting outreach and personalized engagement.
• Develop a tiered communications and engagement plan (personalized letters, calls, exclusive updates, invitations) that deepens donor connection and encourages increased giving.
• Identify and qualify new potential mid-level donors from the existing donor base.
• Set and track annual revenue, retention, and upgrade goals for the mid-level program.
• Create tailored stewardship materials (impact updates, personalized acknowledgments) that reflect this donor segment's giving level and interests.
• Identify donors with additional major-gift and planned-giving potential.
• Support Department Priorities (10%) - Provide support to the VP, Philanthropy and broader Development team on special campaigns, events, and organization-wide fundraising initiatives as needed.
• Participate in team meetings, trainings, and professional development activities that strengthen AFA's overall fundraising program.
• Perform other duties as assigned in support of department and organizational goals.

Education

Bachelor's degree

3–5 years fundraising experience

Job description

Air & Space Forces Association seeks a Development Manager to drive the annual fund and build a new mid-level giving program, reporting to the VP of Philanthropy. This individual contributor role blends campaign strategy, compelling storytelling, and data-driven decision making to grow support from individual donors.

Based at the Arlington, VA headquarters, the role features a hybrid schedule with in-office and telework days.