WHAT WE CAN ACHIEVE TOGETHER
Reporting to the California Chief Development Officer, the Director, Principal Gifts Development, California (PG Director) is responsible for establishing and leading a team of principal gift fundraisers and related support staff who are focused on identifying, qualifying, engaging, soliciting, and stewarding ultra-high net worth individuals in California. This role is comprised of three main responsibilities:
The PG Director will recruit and hire key team members including PG fundraisers and a program manager. A member of the California Development Senior Management Team, the PG Director will manage the PG team to success utilizing existing fundraising metrics and best-in-class practices. The Director will invest in the PG team’s collaborative culture and its positive contributions to the California Development team and beyond. The successful candidate will be expert at helping experienced fundraisers to continue to build skills and will foster a culture that values continuous learning and coaching within and outside of the immediate team.
The PG Director will co-manage a role that jointly reports into Global Development (the US Wealth Markets team) and the California Philanthropy team. The PG Director will work in close partnership with the Director, US Principal Gift Development, to co-manage this new role--Associate Director of Principal Gift Development, who is focused on PG Discovery within the “California Wealth Market.” This Associate Director position will be based in Northern California but may be asked to focus on PG discovery broadly across California's wealth markets as needed. The PG Director will provide support for this position, serving as a liaison, PG strategy partner, and connectivity into the California Philanthropy team. The PG Director will provide input on performance management and work with the US Director to ensure success on established annual metrics and outcomes. This position will be part of both the California and Global PG teams. TNC’s US Wealth Markets initiative is a cross-cutting team focused on engaging ultra-high net worth, global citizens in wealth centers around the country.
The California Director of Principal Gifts proposes and develops fundraising goals and strategic priorities for the program, and leads the development of strategies, plans, and tactics. They direct the development and implementation of a strategic, integrated, and collaborative approach across the California Development team, including planning communications. They manage long-range strategic priorities, advance TNC’s goals, and communicate a broad vision to others. They work with programs to establish, monitor and track measures, lead indicators, and activity level benchmarks to achieve maximum success. They lead strategic dialogues with donors and senior-level stakeholders, probing to identify key issues and requirements, negotiating and developing solutions, and synthesizing a plan of action tailored to audience. They set standards for the program, lead priority vendor relationships, and make recommendations to optimize resources throughout TNC. California Director of Principal Gifts leads relations with key stakeholders including executive and senior management, internal teams, donors, volunteers, and outside service providers to achieve strategic program goals. They may be responsible for reporting on program activities to leadership, including Board of Directors committees.
The California Director of Principal Gifts is responsible for the program’s portfolio of donors and will be responsible for a select group of prospects and donors, the size of the portfolio will be determined in part with consideration for the scope of supervisory responsibility.
RESPONSIBILITIES & SCOPE
Accountable for fundraising goals of $10 million or more a year through a fundraising department or development program.
Broad management responsibility for administrative, professional, and volunteer staff, including recruitment, retaining, training, professional development, establishing clear directions, and setting “stretch” objectives.
Build and foster a strong, entrepreneurial, innovative, fun team culture and lead the team in successfully qualifying or disqualifying UHNW individuals in service of building TNC’s Principal Gift pipeline.
Develop, pilot, establish and iterate on a Principal Gift Community of Practice that engages California team members who have input into PG fundraising.
Broad management responsibility for administrative, professional, and volunteer staff, including recruitment, retaining, training, professional development, establishing clear directions, and setting “stretch” objectives.
Work across TNC to leverage peer networks; engaging volunteer leaders in our market development effort to build more connectivity to PG donors who are not yet connected.
Establish cross-market collaboration to ensure that TNC is leveraging its assets and engaging PG prospects and donors across their key geographies and areas of personal focus and passion.
Work in partnership to ensure we have best in class engagement opportunities to offer prospective donors – always representing TNC’s global scope, scale and mission.
Measure activity and ensure ongoing and rigorous analysis of what is working and what is not working in regard to engaging new prospects to allow for adaptation of approaches over time. Hold team members accountable for KPIs and lead by example.
Take strategic risks, move fast, learn from mistakes, scale the things that work and omit the things that don’t, iterating the plan as new information is available.
Direct or participate in negotiations for complex, high profile or sensitive agreements.
Ensure functional program meets commitments and is managed for ethical compliance with TNC policies and procedures, financial standards, and legal requirements.
Exercise leadership in strategic and tactical manners, works with fellow leaders to establish and evaluate policies and/or long-term programs.
Financial management of program; setting budget and fundraising objectives, analyzing results, and taking corrective actions.
Maintain confidentiality of frequently sensitive and emotionally charged information.
Strategic decisions may affect public image, impact multiple programs, and bind the organization financially or legally.
Travel frequently and on short notice, work long hours and weekends.
Work environment involves only infrequent exposure to disagreeable elements and minor physical exertion and/or strain
WHAT YOU'LL BRING
Bachelor’s degree and 10 years related experience, including 5 years working at a senior level.
Experience in fundraising at all the major and principal gift levels with individuals / ultra-high net worth individuals (closing gifts at the $100,000 and $1,000,000 and above level).
Experience building and maintaining long-term relationships with fundraising constituents such as major donors, foundations and corporations.
Experience conceiving and implementing strategic initiatives.
Experience working in a large, complex, not-for-profit environment.
Experience, coursework, or other training in principles, practices, and procedures of relevant field.
Management experience of a large multidisciplinary department, including planning and delivering budgetary responsibilities.
Experience being a player / coach. Someone who will manage and advance their own individual contributor objectives while thoughtfully coaching and managing a team within the California Chapter.
Multi-lingual skills and multi-cultural or cross-cultural experience appreciated.
Effectively communicate via presentations, conversations, and documents.
Experience in managing a geographically dispersed team.
Please note that the application period ends at 12:00 am EST on the due date listed. For applicants in PST, please plan to submit your application by 8:59pm the day before.
Internal applicants (TNC employees) must apply through Workday via the Jobs Hub.
The starting pay range for a candidate selected for this position is generally within the range of $171,000 – $336,000. Where a successful candidate’s actual pay will fall within this range will be based on a variety of factors, including, for example, the candidate's location, qualifications, specific skills, and experience. Your geographic location will be confirmed during the recruitment.
Salary ranges per geography:
Sacramento, Ventura, Santa Barbara, San Diego: $171,000 - $308,000
Los Angeles County and San Francisco Bay Area: $187,000 - $336,000
The Nature Conservancy’s mission is to protect the lands and waters upon which all life depends. As a science-based organization, we create innovative, on-the-ground solutions to our world’s toughest challenges so that we can create a world in which people and nature thrive. We’re rooted in our mission and guided by our values, which include respect for all people, communities, and cultures. Whether it’s career development, flexible schedules, or a rewarding mission, there’s many reasons to love life inside TNC. Want a better insight to TNC? Check out our TNC Talent playlist on YouTube to hear stories from staff or visit Glassdoor.
One goal is to cultivate an inclusive work environment so that all our colleagues around the globe feel a sense of belonging and that their unique contributions to our mission are valued. In addition to the requirements in our job postings, we recognize that people come with talent and experiences outside of a job and consider each applicant’s unique experience. Please apply – we’d love to hear from you. To quote a popular saying at TNC, “you’ll join for the mission, and stay for the people.”
Since 1951, TNC has been doing work you can believe in. Through grassroots action, we have grown from a small non-profit into one of the most effective and wide-reaching environmental organizations in the world. Thanks to more than 1 million members, over 400 scientists, and the dedicated efforts of our diverse staff and partners, we impact conservation around the world!
TNC offers a competitive, comprehensive benefits package including health care benefits, flexible spending accounts, a 401(k) plan with an 8% employer match, parental leave, accrued paid time off, life insurance, disability coverage, employee assistance program, other life and work well-being benefits. Learn more about our Benefits and Perks here.
We’re proud to offer a flexible work environment that supports of the health and well-being of the people we employ.
Our recruiting process includes a rolling interview process to ensure we engage applicants in a timely manner. This means we may review applications in the order in which they are received. Once a strong candidate pool is identified, the role will be unposted. The timeline may vary depending on the expressed interest in the role, so we highly encourage candidates to apply as soon as possible.
Employees must submit their application by logging into Workday and applying via the Jobs Hub.
The Nature Conservancy is an Equal Opportunity Employer. Our commitment to equal employment opportunity includes the recognition that our conservation mission is best advanced by the leadership and contributions of people of all backgrounds, beliefs, and culture. Recruiting and mentoring staff to create an inclusive organization is a priority, and we encourage applicants from all cultures, races, colors, religions, sexes, national or regional origins, ages, disability status, sexual orientation, gender identity, military, protected veteran status or other status protected by law.
The successful applicant must meet the requirements of The Nature Conservancy's background screening process.
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