Director of Development Operations

Cato Institute•Washington, DC

1d•$150,000 - $170,000•Hybrid

About The Position

Cato Institute (Cato) is seeking a Director of Development Operations that will lead the systems, processes, and innovations that power Cato’s fundraising success. Reporting to the Vice President for Development, this leader will manage a team of five and oversee annual giving operations, donor analytics, prospect research, CRM administration, and data strategy. A core focus of the role is driving AI adoption and automation in fundraising operations , positioning Cato at the forefront of technology-enabled development work. The Director will set standards for performance metrics, integrate cutting-edge tools into the CRM ecosystem, and ensure that Cato’s fundraising infrastructure is data-driven, efficient, and donor-centered.

Requirements

7-10+ years of progressively responsible fundraising experience, including team leadership.
Expertise in Salesforce (or comparable CRM) and advanced data analytics.
Strong track record integrating AI and technology solutions into fundraising or operations.
Demonstrated success in annual giving, donor stewardship, and fundraising operations.
Experience with prospect research, business intelligence tools, and performance metrics.
Excellent leadership, management, and communication skills.
Commitment to Cato’s mission of advancing individual liberty, limited government, free markets, and peace.

Nice To Haves

Salesforce power-user credentials.
Digital fundraising and mid-level donor program expertise.
Campaign experience within a major nonprofit or policy organization.

Responsibilities

Supervise, mentor, and coach a team of five —including internal and externally facing Development staff—fostering a collaborative, high-performing, and donor-first culture.
Recruit, train, and develop staff and interns to advance operational excellence across Development.
Provide training and onboarding support in fundraising best practices, CRM use, SOPs, and innovation adoption.
Lead AI adoption and automation efforts in Development operations, identifying opportunities to integrate emerging technologies into fundraising workflows.
Maintain an optimized Development CRM (Salesforce) and supporting technologies to ensure seamless fundraising activity and actionable insights.
Partner with Data Services/IT on CRM data governance practices, integrations, and system enhancements.
Proactively identify risks, opportunities, and solutions to strengthen Development’s data infrastructure.
Implement and manage fundraising best practices across the Development team.
Develop and track KPIs and performance metrics for fundraising operations, presenting reports and dashboards to leadership, the board, and key stakeholders
Analyze donor and program performance data to generate actionable insights that guide fundraising strategies.
Project management and process improvement initiatives that enhance efficiency and impact
Oversee strategy and execution of the annual giving program (~$6.5M goal, <$25,000 donors), ensuring year-over-year growth.
Manage renewal calendars, appeals, segmentation, donor surveys, and stewardship initiatives.
Collaborate with Marketing and Development Communications on integrated donor journeys and digital engagement.
Lead strategic prospecting, research, and stewardship operations with an emphasis on upgrading donors and securing new planned gifts.
Ensure prospect research outputs translate into actionable cultivation and solicitation strategies.
Serve as a thought partner to the VP of Development in campaign planning, forecasting, and budgeting.
Support board and campaign committee engagement through analytics and reporting.
Champion a culture of innovation within Development, advancing both short-term improvements and long-term strategic goals