Manager of Individual Giving

Washington National Opera•Washington, DC

1d•$80,000 - $90,000

About The Position

The Manager of Individual Giving leads the Washington National Opera’s annual fund, growing the base of donors whose yearly support sustains WNO’s mainstage productions, artists, and programs. Working closely with the Director of Development, this position plans and executes annual giving campaigns, manages a portfolio of annual fund and membership-level donors, and drives growth in donor acquisition and retention. The Manager provides donor concierge services, ensuring that donors receive personal, responsive, and memorable experiences with WNO. The role develops ways to bring patrons into the donor pipeline, including converting ticket buyers and subscribers into first-time donors. In partnership with the Major and Leadership Gifts team, the Manager identifies and cultivates donors with potential for greater support and moves them toward increased and long-term giving.

Requirements

Bachelor’s degree or equivalent professional experience.
4–6 years of experience in individual giving, annual fund, or membership fundraising.
Proven success planning and executing multichannel annual giving campaigns that meet revenue and donor goals, including direct mail.
Demonstrated experience personally cultivating, soliciting, and stewarding donors.
Experience with donor acquisition and converting patrons into donors.
Working knowledge of moves management and pipeline practices, and experience collaborating with major gifts colleagues.
Experience with a nonprofit CRM database.
Comfort analyzing campaign data and using results to make decisions.
Excellent written and verbal communication skills.
Exceptional customer service and hospitality skills, with a gracious, polished presence with donors.
A clear understanding of Washington National Opera’s mission.
Ability to manage many relationships and personality types, both internally among staff and externally among constituents.
Ability to work flexible hours, including evenings and weekends, to attend donor events, performances, and meetings as needed.
Passion for the performing arts.

Nice To Haves

Experience in a nonprofit or performing arts setting.
Tessitura experience.
Knowledge of opera.

Responsibilities

Develop and execute the annual fund strategy and calendar, including direct mail, email, digital, phone, year-end, and spring appeals.
Set and manage annual fund revenue and donor-count goals with the Director of Development and track progress against them.
Manage a portfolio of annual fund and membership-level donors through personal outreach, cultivation, solicitation, and stewardship.
Analyze campaign results, including response rates, average gift, retention, and lapsed-donor recovery, and use findings to refine future campaigns.
Serve as the primary point of contact for annual fund donors, responding promptly to questions, requests, and concerns.
Manage donor ticket requests, exchanges, and seating needs in coordination with Ticketing and Development Operations.
Coordinate timely, personalized thank-you calls, notes, and acknowledgments.
Maintain thorough contact reports and donor preferences in Tessitura.
Identify and test strategies for bringing patrons into the donor pipeline, including converting ticket buyers, subscribers, and event attendees into first-time donors.
Develop entry-level giving opportunities, such as young patron, affinity, or special-interest giving groups.
Work with the Development Operations Manager to use Tessitura data to segment audiences and identify prospects.
Plan and support annual fund cultivation and stewardship events.
Partner with the Major and Leadership Gifts team to identify annual fund donors with capacity and interest for increased giving.
Participate in pipeline and portfolio review meetings and recommend donors for qualification and transfer.
Develop and manage clear handoff processes for moving donors into major gifts portfolios while ensuring continuity of the relationship.
Support upgrade strategies, multi-year pledges, and introductions to planned giving.