Development Manager (Hybrid)

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

We offer a generous employee benefits package in addition to cash compensation. Our hiring range for this role is $81,600 to $91,800.

JOB SUMMARY:

The Development Manager plays a central role in AFA's philanthropic program, driving day-to-day execution of the annual fund and building a new mid-level giving program to deepen donor relationships and grow revenue. Reporting to the Vice President, Philanthropy, this position combines campaign strategy, compelling storytelling, and data-driven decision-making to advance AFA's mission among individual donors. This is an individual contributor role with no supervisory responsibilities.

ESSENTIAL FUNCTIONS:

• 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

JOB QUALIFICATIONS:

Education and Experience Required:

• 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

Knowledge, Skills, and Abilities Preferred:

• Demonstrated understanding of annual fund and mid-level giving best practices, donor lifecycle management, and moves management principles
• Strong project management skills with the ability to manage multiple campaigns and deadlines simultaneously with high attention to detail
• Experience using Salesforce or other CRM to manage donor data and track performance
• Proficiency with Microsoft Office and email/digital marketing platforms

Qualities Preferred:

• Confident, personable communicator able to build authentic relationships with donors by phone, email, and in person
• Excellent writing and editing skills, with the ability to craft compelling, mission-driven donor communications
• Strong critical thinking and analytical skills, with experience interpreting campaign and donor data to guide decision-making
• A proactive and problem-solving mindset, with comfort working both independently and collaboratively
• Commitment to the mission of AFA

WORKING CONDITIONS:

• Works out of Air Force Association’s headquarters in Arlington, VA.
• Typical weekly office schedule is hybrid, requiring three eight-hour days in the office each week with two telework days.
• Operates in a professional office environment with occasional travel to events.
• Routinely uses standard office equipment such as computers, phones, copiers, and filing cabinets.
• Must be able to work overtime and travel as needed.

Physical Demands:

The position requires sedentary work (sitting most of the time with no adverse environmental exposure) and occasional exertion of up to 25 pounds of force occasionally and/or negligible amount of force frequently or constantly to lift, carry, push, pull or otherwise move objects. The position also includes the following physical requirements:

• Movement. The employee in this position needs to occasionally move about inside the office to access file cabinets, office machinery, etc., and may require travel to event locations and movement in varied locations.
• The employee in this position needs to be able to operate a computer and other office productivity machinery such as a copy machine and printer.
• The employee is required to communicate and hold verbal conversations with others by means of the spoken word. Employee must be able to exchange accurate information in these situations.

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations will be made to enable individuals with disabilities to perform the essential functions.