Executive Director of Planned Giving

Santa Clara University • Santa Clara, CA

3d • Hybrid

About The Position

Santa Clara University, a comprehensive Jesuit Catholic university located in California's Silicon Valley, is seeking a talented and inspirational development leader to serve as the Senior Executive for Planned Giving (SEDPG). This key leadership role is part of the University Relations team and focuses on building and managing a crucial revenue-generating division within Individual Giving. The SEDPG will play a significant part in the University's upcoming $1B+ comprehensive campaign and lay the groundwork for future campaigns. Reporting to the Assistant Vice President, Individual Giving (AVP), the SEDPG will lead the strategic development of the Individual Giving team, campaign planning, and implementation. The role involves directly managing four Gift Planning Officers and collaborating with senior university administrators, deans, directors, and various schools and centers to secure tax-wise gifts, including outright gifts, real estate, trusts, and deferred giving options. Planned gifts currently represent 30% or more of the University's annual fundraising. The SEDPG will also be a frontline fundraiser, managing a portfolio of major gift prospects and focusing on gifts between $100,000 and $1,999,999 and above. This position offers a flexible work schedule with a 3:2 hybrid model (work from office and home).

Requirements

• Bachelor's degree required, advanced degree preferred.
• Minimum 12+ years of related professional experience, with a preference for leadership in higher education advancement roles.
• 7+ years of direct major gift fundraising experience.
• Verifiable track record of raising $1,500,000 and above annually.
• 6+ years of experience managing a professional fundraising team, with a strong emphasis on metrics to improve fundraising performance through accountability.
• 5+ years of direct supervision experience; track record of recruiting, hiring, training, and mentoring teams.
• Valid driver's license.
• Knowledge of higher education planned giving programs.
• Knowledge of gift planning vehicles, federal and state income, estate, and gift tax regulations, and charitable estate planning laws and techniques; functional knowledge of the law of nonprofit organizations and general estates, gift and income tax law, and due diligence procedures in the acceptance of non-cash gifts, such as real estate, securities, in-kind, etc.
• Demonstrated comprehensive and thorough understanding of planned giving programs, major giving, and annual giving, with an emphasis on personal solicitations.
• Successful record of securing planned and major gifts of six figures and above, and securing accounts with high net worth individuals.
• Knowledge of major gift fundraising principles and ability to participate in a complex development program, especially within an educational organization.
• Understanding of academic, scholarship, and education functions and operating principles at the university level.
• Understanding of donor/client-driven customer service.
• Knowledge of scholarship and financial aid programs.
• Experience in budget development, implementation, and tracking.
• Strong knowledge of Microsoft Office products (Word, Excel, PowerPoint).
• Understanding and appreciation of the mission of Santa Clara University and the vision and values of a Jesuit Catholic educational institution.
• Must be a goal-oriented and self-motivated individual who can demonstrate accountability, initiative, creativity, and focus in a rapidly changing and intellectually stimulating environment.
• Demonstrate strong interpersonal skills and the ability to collaborate, build alliances, and achieve results within a population with competing interests, opinions, and /or expectations.
• Excellent organization and presentation skills.
• Excellent oral and written skills and the corresponding analytical skills needed to establish strategic fundraising goals and report on results.
• Demonstrate strong active listening skills and the ability to negotiate positive outcomes.
• Positive attitude, sense of humor, and flexibility.
• Proficiency in using a fundraising database (or similar).
• Required to have a valid driver’s license and personal vehicle available for frequent travel to business meetings (mileage is reimbursed under federal guidelines).
• Demonstrated ability to identify and implement major gift strategic planning and solicitation strategies in support of strategic initiatives.
• Demonstrate a level of comfort working and communicating with top executives, community leaders, and/or University leadership.
• Ability to motivate, build long-term relationships with, and gain the respect of internal and external clients.
• Ability to assist donors with the understanding of SCU’s acceptance process for outright gifts and life income gifts of real and personal property, including due diligence procedures and IRS compliance for charitable gifts.
• Demonstrated ability to develop and successfully implement a department team annual plan and to successfully direct the gift planning team in a goal-oriented environment.
• Ability to make a persuasive verbal and written case for supporting key programs and projects, effectively matching the interests of prospective donors to specific university needs.
• Ability to develop and maintain effective working relationships with all levels of internal and external constituents.
• Ability to interact with high-level donors and the ability to maintain a high level of professionalism, discretion, and confidentiality.
• Demonstrated ability to craft solicitation strategies in support of strategic initiatives.
• Verifiable track record of soliciting individuals/organizations for financial investments and the ability to articulate and advocate a strong case for support.
• Demonstrate the ability to manage time and workload, to multitask, and achieve goals in a deadline-driven environment.
• Ability to lead, manage, motivate, and supervise staff.
• Ability to collaborate, build alliances, and achieve results within a population that may possess competing interests, opinions, and /or expectations.
• Demonstrate a genuine appetite to contribute to a collaborative, ethical, and professional team environment.
• Ability to work on the road and/or work at odd hours and on weekends.
• Demonstrated ability to multitask in a deadline-driven environment with a healthy attitude to attaining goals; to work independently and as a member of a staff team; to exercise sound judgment and discretion; to promote collaboration.

Nice To Haves

• Juris Doctor Degree.
• Experienced in university fundraising with broad knowledge of the principles and practices of major gift fundraising, and a verifiable track record of meeting an annual individual goal of $2M+.
• Experience in building fundraising teams and managing director-level fundraisers.

Responsibilities

• Lead the development of the Planned Giving team.
• Serve as a core member of the University Relations’ Individual Giving Leadership Team.
• Foster and lead collaboration between University Relations and the schools and centers for planned gifts.
• Establish and oversee annual and long-term objectives for the Gift Planning Officers, executing plans to meet financial goals and University priorities.
• Hire, train, lead, and manage the Gift Planning Officers, coordinating their efforts across campus and directing their activities and strategies to secure gifts ranging from $100,000 to $1,999,999 in support of the University’s strategic priorities.
• Co-manage and provide direction to a shared Development Operations Manager.
• Lead by example, fostering a culture of excellence, transparency, collaboration, and professional growth.
• Provide leadership, motivation, and direction to the Gift Planning Officers to advance effectiveness, efficiency, and professionalism, with a focus on campaign objectives.
• Effectively represent Santa Clara University to a wide range of internal and external constituencies and stakeholders.
• Collaborate with the AVP in developing, leading, and managing the advancement strategy for planned gifts, including identification, cultivation, solicitation, and stewardship of portfolios.
• Consult and collaborate effectively with the schools and centers to contribute to strategic planning, decision-making, and goal setting for the Planned Giving team, advancing the strategic priorities of University Relations.
• Provide accurate, appropriate, and timely information to the AVP, including reports, analytics, and recommendations.
• Be a leading contributor to identify, recruit, develop, train, supervise, and evaluate fundraisers and administrative staff, including performance reviews and professional development.
• Act as an engaged partner, building and fostering relationships with the schools and centers.
• Proactively identifying goals, opportunities, best practices, and effectively addressing concerns.
• Provide meaningful opportunities for professional growth and development.
• Regularly reports to the AVP on forecasts and personal fundraising performance from the Gift Planning team.
• Manages a portfolio of up to 125 prospects, creating and executing plans to cultivate and solicit these prospects in support of the campaign’s goals.
• Achieves an annual fundraising goal, determined and approved by the AVP, typically ranging from $2M - $5M.
• Ensures active and effective strategies are implemented for all assigned prospects, including the timely and accurate utilization of the CRM fundraising database.
• Meets regularly with direct reports to review and oversee fundraising performance related to campaign goals and to advise on fundraising strategies.
• Partner with the Senior Director of Prospect Management and Analytics to identify and approve prospects for assignment and to oversee the development and effectiveness of fundraisers’ portfolios.
• Oversee the budget, monitor spending, and advocate for additional resources as needed.
• Special projects and other duties as assigned.

Benefits

• Compensation will be based on education, experience, skills relevant to the role and internal equity
• Flexible work schedule: 3:2 hybrid - work from the office and home.
• Mileage is reimbursed under federal guidelines.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive