Associate Director of Major Gifts

THE OLD GLOBE•San Diego, CA

2d•$125,000 - $130,000•Onsite

About The Position

The Old Globe is seeking an Associate Director of Major Gifts to join its individual giving team. This position is responsible for securing at least $2 million annually from individual donors giving at the $12,500+ level. The Associate Director manages a portfolio of approximately 100–120 major gift prospects and donors, including select Board members, and oversees the full major gifts cycle: prospecting, qualification, cultivation, solicitation, stewardship, renewal, and upgrade. The role requires proactive, relationship-driven portfolio management, strong prospecting skills, and a demonstrated ability to secure significant philanthropic commitments. The successful candidate will build a robust pipeline, develop individualized donor and prospect strategies, and personally make and close five- and six-figure asks. This is a full-time position based in San Diego, California, with a salary range of $125,000–$130,000 and benefits including a 401(k) after the first year of employment. Occasional evening and weekend work is required for donor meetings, performances, and special events. Candidates must be able to pass an applicable background check. Multilingual candidates are strongly encouraged to apply. The Old Globe is committed to fostering equity, diversity, inclusion, and access throughout its operations. It welcomes candidates committed to these goals and strongly encourages applications from BIPOC, LGBTQIA+, people living with disabilities, and people from other historically and presently marginalized groups.

Requirements

Bachelor’s degree or equivalent professional experience.
Five or more years of fundraising experience, including significant major gifts experience.
Demonstrated success personally securing five- and six-figure individual gifts and achieving ambitious fundraising goals.
Proven ability to prospect, qualify, cultivate, solicit, and steward major donors.
Strong strategic portfolio management and moves management skills.
Exceptional interpersonal, written, and verbal communication skills.
Confidence and effectiveness in making significant philanthropic asks.
Ability to build trusted relationships with high-net-worth individuals, Board members, and senior leadership.
Strong organizational skills, sound judgment, discretion, and follow-through.
Experience with donor research, prospect management, and CRM systems.
Passion for the performing arts and commitment to The Old Globe’s mission and values.
Flexibility to work occasional evenings and weekends for donor meetings, performances, and special events.
Professional representation of The Old Globe with a friendly demeanor and exceptional discretion.
Ability to pass an applicable background check.

Nice To Haves

Tessitura experience.
Multilingual skills.

Responsibilities

Achieve an annual individual major gifts fundraising goal of at least $2 million.
Manage a portfolio of approximately 100–120 individual prospects and donors capable of making gifts of $12,500 or more, including assigned Board members and Board-affiliated prospects.
Develop and execute strategic, individualized plans for priority prospects and donors, with clear objectives, next steps, and solicitation strategies.
Maintain a healthy pipeline of qualified prospects and regularly evaluate portfolio performance, prioritizing time and resources toward the highest-value opportunities.
Identify, research, qualify, and engage new major gift prospects through research, wealth screening, referrals, events, Board connections, and community relationships.
Build long-term donor relationships by understanding donors’ interests, motivations, capacity, and connection to The Old Globe.
Create opportunities for prospects and donors to deepen their engagement with the Globe, its artists, programs, and impact.
Collaborate with colleagues, Board members, artists, and senior leadership to advance donor relationships and coordinate major gift strategies.
Personally solicit and close major gifts, including five- and six-figure annual, multi-year, unrestricted, restricted, campaign, and special project commitments.
Develop customized proposals and solicitation strategies in partnership with the Director of Philanthropy and organizational leadership.
Lead or participate in donor meetings and solicitations, and navigate questions, objections, and negotiations.
Develop stewardship strategies that demonstrate impact, strengthen relationships, renew support, and inspire increased giving.
Engage assigned Board members and Board-affiliated prospects as donors, connectors, advocates, and solicitors.
Represent The Old Globe at performances, donor events, community events, and other activities that advance donor relationships.
Maintain accurate, timely records of donor interactions, strategies, solicitations, commitments, and next steps in Tessitura.
Enter contact reports within 48 hours of substantive donor interactions.
Analyze portfolio activity, pipeline, and revenue against goals, and adjust strategies as needed.