Manager of Major Gifts and Planned Giving

The Washington Ballet•Washington, DC

12h•Onsite

About The Position

As an integral member of The Washington Ballet's Development team, the Manager of Major Gifts and Planned Giving drives the organization's front-line major gift fundraising and leads the growth of its planned giving program, at a moment when both are central to The Washington Ballet's 50th Anniversary and an upcoming comprehensive campaign. This position requires a nuanced understanding of TWB's artistic, educational, and community programs and the judgment to advocate for them one-on-one with donors capable of five- and six-figure gifts. The Manager of Major Gifts and Planned Giving manages and cultivates relationships with a portfolio of major gift prospects and donors capable of contributing $10,000 or more annually, working jointly with the Director of Development on the department's highest-capacity relationships ($50,000+) and independently on the balance of the portfolio. This role also owns and expands The Washington Ballet's planned giving program, including stewardship of the Mary Day Legacy Society, and serves as TWB's primary liaison to the Board of Ambassadors. The role demands a high level of discretion, relationship judgment, and prioritization skill - balancing concurrent deadlines, donor interactions, and campaign-readiness work. A proactive approach to communication within the Development team and with relevant internal and external contacts is essential, and the role attends performances and events as a team representative.

Requirements

Bachelor's degree
Minimum 5 years of development or related experience, with a track record of cultivating and closing five- and six-figure gifts
Experience with donor databases (Tessitura strongly preferred) to manage solicitation information and campaign progress
Familiarity with planned/legacy giving vehicles (bequests, charitable gift annuities, trusts) preferred; willingness to build this expertise required
Ability to initiate and cultivate ongoing relationships with donors and prospects through meetings, calls, and occasional entertainment
Ability to set goals strategically and oversee execution against them
Availability to attend TWB, donor, and other events outside normal business hours
Proven ability to interact with and influence philanthropic and volunteer leadership (e.g., board members, Board of Ambassadors)
Ability to work cross-functionally with internal and external constituents
Excellent written and verbal communication and presentation skills
Proficiency in Microsoft Office Suite and related productivity tools

Nice To Haves

Experience with planned/legacy giving vehicles (bequests, charitable gift annuities, trusts)

Responsibilities

Manage a portfolio of major gift donors and prospects at the $10,000+ capacity level, working jointly with the Director on relationships at $50,000+ and independently on relationships from $10,000–$49,999, per the department's portfolio assignment guidelines.
Implement targeted acquisition and cultivation plans for new, lapsed, and existing donors - in-person meetings, phone, email, and written communication, and proposal development - to move donors toward increased giving.
Identify, engage, and nurture relationships with prospects, subscribers, and current donors with the potential to give or increase giving to $10,000 or more annually, including scholarship, underwriting, and community-initiative support.
Develop solicitation letters, proposals, donor briefings, and campaign strategies; manage related data tracking in coordination with the Manager of Individual Giving.
Support the Director in cultivating and preparing top-tier ($100,000+) prospects for solicitation, including wealth assessments, research profiles, and briefing materials for senior leadership and board volunteers.
Serve as a front-line contributor to campaign quiet-phase activity: prospect qualification, leadership-gift cultivation support, and campaign readiness materials, in partnership with the Director.
Own and expand The Washington Ballet's planned giving program, including identification and cultivation of prospective legacy donors.
Implement and manage the Mary Day Legacy Society, including new-member stewardship, the annual recognition event, and quarterly legacy storytelling for donor communications.
Build and maintain relationships with professional advisors (estate attorneys, financial planners) to support donor referrals and planned-gift education.
Coordinate estate-planning donor seminars and legacy giving collateral, in partnership with Marketing.
Serve as TWB's primary staff liaison to the Board of Ambassadors: solicitation, meeting management, event coordination, and stewardship of all members and associated organizations.
Support Board of Ambassadors recruitment and the annual increase in member giving expectations, in partnership with the Director.
Collaborate with the Manager of Special Events and Marketing staff on event communications, donor invitations, solicitations, and other development communications for events touching the major gifts and planned giving portfolio.
Serve as a primary contact for portfolio donors, providing concierge service prior to and during events.
Manage concierge experience elements and sponsor benefit fulfillment for individuals in portfolio.
Attend performances (community, mainstage, and school as appropriate) and Opening Night receptions to strategize and strengthen donor relationships.
Maintain precise records of donor interactions and financial contributions in Tessitura, using data to inform fundraising strategy.
Identify potential new fundraising prospects through internal database mining, daily reports, and external research, in partnership with the Manager of Individual Giving's data integration work.
Collaborate with the Manager of Individual Giving to prepare and manage giving vehicles, including Donate2.
Provide training to new staff and volunteers to ensure consistent, successful execution of major gift and planned giving activities.
Actively participate in creating a work culture that embodies TWB's core values: Creativity, Commitment, Communication, Collaboration, Compassion, and Community.