Associate Director of Major Gifts
About The Position
The Old Globe is seeking an Associate Director of Major Gifts to join its individual giving team. The role 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. This proactive, relationship-driven position requires sophisticated portfolio management, strong prospecting skills, and a demonstrated ability to secure significant philanthropic commitments. The successful candidate will build a robust pipeline, develop individualized strategies for donors and prospects, and personally make and close five- and six-figure asks. The position is full-time, based in San Diego, California, with occasional evening and weekend work as required for donor meetings, performances, and special events. The role requires passing an applicable background check.
Requirements
- Bachelor’s degree or equivalent professional experience.
- Five or more years of fundraising experience with 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 as required 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 preferred.
- Multilingual candidates are strongly encouraged to apply.
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, and create opportunities to deepen their engagement with the organization, artists, programs, and impact.
- Collaborate with colleagues, Board members, artists, and senior leadership to advance donor relationships and coordinate major gift strategies and donor engagement.
- 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.
- Represent The Old Globe at performances, donor events, community events, and other activities that advance donor relationships.
- Maintain accurate and 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.
Benefits
- 401(k) after the first year of employment.
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Senior
