Director, Individual Philanthropy

Martha's Table; Washington (District of Columbia); On-site; USD 95,000 - 105,000; Full time

Job summary

Martha’s Table is seeking a Director of Individual Philanthropy in Washington, DC, to lead a team focused on cultivating and stewarding individual donors and growing the annual fund. The role oversees a Major Gift Officer and an Annual Giving Manager to expand mid-level and major gifts as well as grassroots monthly donors.

The position drives multi-channel fundraising strategies, enhances donor engagement, and aims to raise approximately $10M in private revenue to support mission-driven programs.

Qualifications

• Experience leading individual philanthropy or fundraising teams.
• Proven ability to develop and execute multi-channel donor campaigns.
• Strong track record in growing annual giving and major gifts pipelines.

Responsibilities

• Lead, mentor, and manage a team of fundraising professionals focused on individual giving.
• Oversee a Major Gift Officer and an Annual Giving Manager to grow mid-level and major gifts and grassroots donor programs.
• Develop messaging and strategy for the annual fund across channels (direct mail, digital, events, peer-to-peer).
• Set and drive revenue goals for individual giving and monitor progress using CRM data and KPIs.
• Collaborate with Development leadership to maintain and grow private revenue to support Martha’s Table’s mission.
• Coordinate annual campaigns and donor stewardship activities, including MTAB and grassroots fundraising events.
• Recruit, train, and manage volunteers to support annual giving efforts.

Skills

Leadership

Team management

Donor cultivation

Fundraising strategy

Donor stewardship

CRM

Donor analytics

Job description

If you are unable to complete this application due to a disability, contact this employer to ask for an accommodation or an alternative application process.

Management Washington, DC, US

Salary Range: $95,000.00 To $105,000.00 Annually

POSITION PURPOSE

The Director of Individual Philanthropy is responsible for driving individual giving strategies, with a primary focus on leading a team and managing the annual fund. This position will cultivate and steward individual donors, develop innovative fundraising initiatives, and ensure a robust pipeline of annual and major gift donors. The Director will oversee a Major Gift Officer to grow and steward mid-level and major gifts and an Annual Giving Manager, who oversees grassroots fundraising efforts and monthly donors. The Director will play a pivotal role in enhancing donor engagement, maximizing revenue, and supporting the organization's overall development goals of raising approximately $10m in private revenue aimed for growth.

PRINCIPLE DUTIES & RESPONSIBILITIES

Leadership & Team Management

Lead, mentor, and manage a team of fundraising professionals focused on individual giving (direct mail, monthly donors, peer to peer, mid-level, events and major gifts)

Manage and support a Major Gift Officer to expand, steward and upgrade mid-level (1k-9999) and support major gifts (10k-149,999)

Approx 650 donors giving in the 1k-9999, total of ~$1.5million

Supervise and mentor an Annual Giving Manager focused on growing monthly donors and establishing and growing peer-to-peer fundraising and grassroots appeals.

Approx 4,650 donors giving in the 0-999 level, total of over $1m)

Approx 350 donors giving $225,000

Collaborate with CDCO and Deputy Chief to set and achieve ambitious revenue and participation goals for individual giving.

Track and share progress to goal around individual giving

Foster a culture of collaboration, accountability, and innovation within the team that builds on and enhances best practices and reinforces MT’s core values.

Innovate new tactics to enhance return on investment (ROI), automate marketing touchpoints, and foster stakeholder relationships.

Work with Development leadership (Deputy Chief, Director of Institutional Development, and CDCO) to create and execute strategies to maintain and grow private revenue needed to fuel the mission and programs of Martha’s Table

Annual Fund Strategy & Execution

Develop messaging strategy for individual philanthropy and integrate across channels and campaigns

Develop and implement a comprehensive annual fund strategy, leveraging multi-channel approaches (direct mail, digital, events, peer-to-peer, etc.).

Create a detailed Annual Giving strategy (from cultivation to stewardship), crafting compelling content and creative materials, customizing content to segmented donors, and testing by channel to optimize performance.

Utilize data-driven tactics to retain and expand the donor base, aligning all fundraising channels into the Annual Giving strategy.

Innovate new tactics to enhance return on investment (ROI), automate marketing touchpoints, and foster stakeholder relationships.

Analyze donor data to refine strategies and improve donor retention and acquisition.

Collaborate with the Development team to create an integrated calendar of fundraising campaigns and events, including direct mail appeals, SMS and MMS campaigns, targeted email appeals, social fundraising, Apple Corps monthly giving, Apple Society communications and Desk Notes, Maz Legacy Circle campaigns, thankathons, fundraising events and campaigns, Giving Tuesday, MTAB, and more.

Coordinate annual campaign solicitations, including donor segmentation and appeal material creation across the department.

Perform response analysis and prepare fundraising activity reports to ensure financial objectives are met

Establish Key Performance Indicators to measure channel performance and communicate results to senior management

Monitor and analyze fundraising data using CRM

Collaborate with Development Team to Create and Execute a Range of Engagement Opportunities and Events that Build Relationships with Donors. Events include but are not limited to:

Martha’s Table Annual Benefit (MTAB) - largest fundraising event with 300+ attendees and raising $450k in funds from institutional and individual funders.

Launch a 5k that attracts and engages grassroots donors and sponsors

Thank-a-thon

Donor Engagement & Stewardship

Support the Major Gift Officer in identifying, cultivating, soliciting, and stewarding mid-level and major gift prospects.

Guide and oversee strategies to upgrade annual donors into leadership and major giving levels.

Support and guide Annual Giving Manager in creating and executing peer to peer fundraising campaigns

Work closely with the Major Gifts Officer and Annual Giving Manager, to ensure a seamless donor pipeline and integrated communications plan.

Collaborate with communications to streamline and enhance donor communications and storytelling.

Collaborate to ensure alignment across donor recognition programs, exclusive events, and impact reporting efforts.

Collaborate with other department leaders and across the organization to engage donors through storytelling, volunteering, events, and other relationship building activities.

Coordinate efforts with major gifts, planned giving, events, campaigns, and other fundraising initiatives.

Work closely with colleagues across departments, including Communications, Programs, and Finance, to ensure alignment and integration of fundraising efforts with organizational objectives.

Recruit, train, and manage volunteers to support annual giving efforts.

Provide guidance to volunteers to maximize their effectiveness.

Other duties as assigned

6. Manage Annual Giving Budget and Vendors:

Develop and manage the annual budget for annual giving programs.

Maintain relationships and negotiate contracts with key vendors for annual giving.

Ensure fundraising activities comply with relevant regulations, ethical standards, and best practices in the non-profit sector.