Director of Major Gifts

Saint Louis Zoo; St. Louis (MO); On-site; USD 120,000 - 190,000; Full time

Job summary

Ultipro is seeking a Director of Major Gifts to lead a strategic fundraising program in support of the Zoo’s mission. The role manages a frontline team and oversees a major gifts program focused on gifts of $25,000 and above.

You will maintain a personal portfolio of about 150 donors and prospects while guiding grant fundraising, restricted giving, and donor pipeline strategies. Strong leadership and donor relations are essential.

Qualifications

• Master’s degree, CFRE certification, or advanced fundraising training preferred.
• Minimum 7–10 years of progressively responsible fundraising experience.
• Demonstrated success securing five-, six-, and seven-figure gifts.
• Experience managing major gift portfolios and grant writing/management.
• Experience with capital campaigns, endowment fundraising, and comprehensive campaigns preferred.

Responsibilities

• Manage a personal portfolio of approximately 150 major gift donors and prospects.
• Develop and execute individualized cultivation, solicitation, and stewardship strategies.
• Solicit and close major gifts for annual operations, capital campaigns, endowment, and programs.
• Collaborate with senior leadership and volunteers on major gift strategies and donor engagement.
• Prepare proposals, presentations, gift agreements, funding requests, and stewardship reports.
• Supervise, mentor, and evaluate Major Gift Officers and other staff; set performance goals.
• Foster accountability and donor-centered fundraising; provide coaching on donor strategy.
• Oversee institutional giving strategy including foundations, corporations, and government funding.
• Ensure compliance with grant requirements and reporting deadlines.

Skills

Major gifts fundraising

Donor relations

Leadership

Campaign management

Grant writing

CRM systems

Portfolio management

Strategic planning

Communication

Ethical fundraising

Education

Master’s degree

CFRE certification

Fundraising training

Tools

Blackbaud Raiser's Edge NXT

Salesforce

Grant management systems

Job description

Director of Major Gifts - (Full-Time)
Classification: Exempt
Reports directly to: Chief Philanthropy Officer
Summary: The Director of Major Gifts is a strategic fundraising leader responsible for cultivating, soliciting, and stewarding major gift donors in support of the Zoo's mission, conservation initiatives, educational programs, capital projects, animal care priorities, and strategic objectives. The position manages a team of frontline fundraisers and oversees a comprehensive major gifts program focused on securing philanthropic investments of $25,000 and above.

The Director of Major Gifts maintains a personal portfolio of approximately 150 major gift prospects and donors while providing leadership for grant fundraising, restricted giving opportunities, donor pipeline management, and moves management strategies.

Duties and Responsibilities:

• Manage a personal portfolio of approximately 150 major gift donors and prospects.
• Develop and execute individualized cultivation, solicitation, and stewardship strategies.
• Solicit and close major gifts for annual operations, capital campaigns, endowment, conservation initiatives, and educational programs.
• Collaborate with senior leadership and volunteers on major gift strategies and donor engagement.
• Prepare proposals, presentations, gift agreements, funding requests, and stewardship reports.

Leadership and Staff Management

• Supervise, mentor, and evaluate Major Gift Officers and other assigned development staff.
• Establish performance goals and fundraising metrics for team members.
• Foster a culture of accountability, collaboration, and donor-centered fundraising.
• Provide coaching on donor strategy, solicitation techniques, and relationship management.
• Oversee institutional giving strategy, including foundations, corporations, and government funding opportunities.
• Manage Manager of Grants and Major Gifts who is responsible for grant development processes including prospect research, proposal development, submission, reporting, and stewardship.
• Collaborate with program staff to develop project budgets, outcomes, and impact reports.
• Ensure compliance with grant requirements and reporting deadlines.

Restricted and Strategic Giving

• Identify, develop, and market restricted funding opportunities aligned with organizational priorities.
• Partner with leadership to create donor investment opportunities related to:
  • Animal care and welfare
  • Conservation programs
  • Veterinary initiatives
  • Education programs
  • Capital projects and exhibits
  • Endowment funds
  • Species-specific support funds
• Develop case statements and naming opportunities for major philanthropic investments.
• Ensure proper tracking and stewardship of restricted gifts.

Strategic Planning and Operations

• Participate in department strategic planning and annual budget development.
• Utilize CRM systems to maintain accurate donor records, activity tracking, and forecasting.
• Analyze portfolio performance, donor retention, pipeline development, and fundraising trends.
• Prepare reports and presentations for executive leadership and board committees.
• Support comprehensive campaigns and special fundraising initiatives.

Qualifications:

Education

• Master’s degree, CFRE certification, or advanced fundraising training preferred.

Experience

• Minimum 7-10 years of progressively responsible fundraising experience.
• Demonstrated success securing five-, six-, and seven-figure gifts.
• Experience managing major gift portfolios.
• Proven grant writing or grant management experience.
• Experience with capital campaigns, endowment fundraising, and comprehensive campaigns preferred.
• Experience in zoological, conservation, educational, cultural, healthcare, or nonprofit organizations preferred.

Knowledge, Skills, and Abilities

• Strong understanding of major gift fundraising principles and best practices.
• Expertise in donor cultivation, solicitation, stewardship, and moves management.
• Knowledge of planned giving and blended gift strategies.
• Ability to build relationships with high-net-worth individuals, foundations, and corporate leaders.
• Exceptional written and verbal communication skills.
• Strong strategic planning and analytical abilities.
• Demonstrated leadership and staff development skills.
• Proficiency with donor database and CRM systems such as Blackbaud Raiser's Edge NXT, Salesforce, or similar platforms.
• Ability to manage multiple priorities while maintaining exceptional attention to detail.
• Commitment to confidentiality and ethical fundraising standards.

Physical and Work Requirements:

• Ability to attend evening and weekend donor events as needed.
• Ability to travel locally for donor visits and organizational meetings. Ability to move throughout zoo grounds and event venues.
• All successful candidates for this position will be required to undergo a criminal background check.

Education

Required

Bachelors or better.

Equal Opportunity Employer
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