Director of Development Operations

Cato Institute • Washington, DC

74d • $150,000 - $170,000

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, 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.
• 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.
• 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.

Benefits

• Medical, dental, and vision insurance.
• Employer contribution to a Health Savings Account (HSA).
• Flexible Spending Accounts (FSA).
• Generous vacation and sick days.
• Paid parental leave.
• Employer-provided life and disability insurance.
• 401(k) employer match.
• Transit/Parking benefits.
• Pet discount plan.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Bachelor's degree
• Number of Employees: 51-100 employees