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National Director, Direct Response

Posted by
Lupus Foundation of America, National Office | Washington, DC

Lupus Foundation of America, National Office

Published 21 days ago

February 21, 2020

Job Summary:

In conjunction with the Vice President, Individual Giving & Donor Stewardship and the strategic direction of the Foundation, the National Director of Direct Response’s overall objective and responsibility is to provide management, execution and strategic oversight for the Foundation’s three core mass giving fundraising programs—digital fundraising, direct mail, and planned giving. Emphasis will focus on increasing revenue, growing and sustaining the donor file, and helping to foster a donor centric organizational culture through the development of these programs.

As a member of the Development & Fundraising team, the position will stay on top of market trends, create new and innovative ways of reaching new, lapsed, and renewal audiences, ensure content is integrated, thematic and compelling, and build and maintain relationships with Foundation partners/vendors. Implementing pre-planned tactics, including a large degree of copywriting, the execution of each program will be measured against budgeted revenue goals and other benchmarks.     

Primary Responsibilities:

Roles and responsibilities of the National Director, Direct Response include, but are not limited to:


  • Executes the annual strategy for the Foundation’s annual direct response programs, inclusive of direct mail, digital fundraising/online giving, memorial and honorary gifts, recurring donor programs, and growth of the planned giving membership program.
  • Works closely with members of the Education & Research department to ensure content about lupus, people with lupus, and stakeholders in the lupus community is described and communicated with 100% accuracy on all collateral, regardless of channel. 
  • Meets annual revenue and expense budgeted goals for each program.
  • Drafts, edits, and reviews copy for all direct response giving vehicles, acknowledgement correspondence, and Foundation collateral throughout the full fundraising year.
  • Adheres to all applicable laws and follows ethical standards for charitable giving as defined by the Association for Fundraising Professionals.
  • Performs other related duties as assigned.

Digital Fundraising

  • Develops high-level digital fundraising strategy including campaign messaging & copy writing, campaign calendar, target audiences, and segmentation strategy.
  • Works closely with the Marketing and Communications team to develop and implement fundraising strategies on the website and other digital platforms and contributes ideas and tactics on the administration and development of website, social channels and donation platform as related to fundraising efforts.
  • Manages day-to-day tactical campaign execution to ensure strong growth of digital revenue.
  • Makes strategic, data-driven decisions to drive channel optimization, including email segmentation, web layout and paid ad targeting in coordination with the Marketing and Communications team.
  • Collaborates with other members of the Development and Fundraising team to coordinate and develop integrated strategies to improve data & gift processing efficiency, maximize donor stewardship, and leverage database management.
  • Integrates online messaging/communications with other direct response campaigns and Foundation communications to ensure messaging cohesiveness and coordination across the organization.
  • Develop online performance analytics to ensure proper metrics in place to evaluate short term and long term planning and reporting with integrated online campaigns.

Direct Mail

  • With external vendors, manages direct response plans and strategy implementation for the Foundation’s direct mail program, focusing on donor retention and donor acquisition, with a long-term goal to see the program achieve $1m in gross revenue by 2023. 
  • Coordinates day-to-day relationships with external vendors to implement multi-channel direct response marketing programs relative to creative development, print production, and data needs.
  • Coordinates adherence to full direct response campaign production schedules: coordinates production calls and meetings that include both internal and external partners and implement copy and design for test packages.
  • Coordinates with Development Operations team to set up and implement back-end processing (coding, caging and cashiering, fulfillment) relative to direct mail.
  • Ensures brand and overall messaging are correct in all new and repeat artwork.
  • Coordinates package approvals with senior leadership, and makes edits and reviews copy especially as it pertains to approval of content. 

Planned Giving

  • Holds primary responsibility for gifts of estates, trusts, and various other financial venues that reflect financial planning and deferred giving opportunities, ensuring achievement to budgeted revenue goals.
  • Plans, coordinates and activates tactics to help achieve growth of the Lupus Legacy Society through the production of timely marketing materials and other outreach opportunities. 
  • Drafts, edits, reviews copywriting for printed and online planned giving collateral.
  • Serves as planned giving liaison to potential Legacy Society members, providing insights about LFA and the benefits of planned giving.
  • Serves as planned giving liaison to estate executors, attorneys, family members and other individuals involved in estate administration.
  • Working with Development Operations team members, ensures reporting on current Legacy Society membership and pending estate distributions is accurate and disseminated appropriately to senior management and the Finance department.
  • Enhances donor gift planning and giving by remaining current in areas of gift possibilities available and the current laws and regulations governing such gifts.
  • Works closely with VP, Individual Giving and Donor Stewardship to ensure all current and potential planned giving donors are thoroughly stewarded and remain active annual donors and engaged with the Foundation. 

Supplemental Revenue Vehicles & Opportunities

  • Holds primary responsibility for revenue received through supplemental vehicles including gifts of securities, DAF gifts, honor/memorial tributes, and unsolicited gifts by managing marketing and outreach opportunities in both online and offline channels.
  • Manages Champions of Hope, the Foundation’s recurring donor program. Focuses on renewal and acquisition through both offline and online channels. Ensures recurring donors are thoroughly stewarded. 
  • Helps manage and provides copy writing, with integrated messaging, for revenue opportunities afforded through various Foundation publications. 
  • Works closely with outside mail house vendors to ensure donors are receiving timely acknowledgment letters and consider package alternatives (buck slips, lift notes) that provide for immediate 2nd gifts. 
  • Provides insights and executes tactics for growing and sustaining honor/memorial tribute giving. 

Position Requirements:

  • An experienced fund-raising professional with a minimum 5-7 years of experience in successfully implementing integrated individual and planned giving campaigns with a proven track record of exceeding fundraising goals.
  • Ability to establish strong, collaborative relationships and the adaptability to work with a variety of personalities and leadership styles.
  • Excellent written and verbal communication skills with the ability to adapt interpersonal and communication style to interact effectively with a wide variety of people. 
  • Proven ability to work well in a fast paced and team-based environment
  • Demonstrated ability to develop and address strategic priorities. Attention to detail and ability to organize and manage diverse activities, set priorities, meet deadlines and remain flexible under pressure
  • Strong analytical and problem solving skills with high-level attention to detail; demonstrated ability to turn analytic insights into actionable plans
  • High functioning with computer software and applications with a high level of proficiency with Microsoft Office and a minimum of 2 – 3 years of experience working with Luminate Online. Additional experience with major nonprofit CRM solutions including Salesforce and Luminate CRM preferred
  • Able to make, follow through and document accountability for short and long term plans
  • Able to work effectively with colleagues throughout the organization as well as external customers and vendors
  • Available for weekend and evening work
  • Ability to lift 35+ pounds
  • Willingness to travel 25-30% of time


Minimum – Bachelor’s degree

Job Summary:

In conjunction with the Vice President, Individual Giving & Donor Stewardship and the strategic direction of the Foundation, the National Director of Direct Response’s overall objective and responsibility is to provide…

Details at a glance

  • On-site Location
  • Full Time Schedule
  • 4-Year Degree Required
  • Professional

How to Apply

Interested and qualified candidates should send a cover letter (including salary requirements), resume, and brief writing sample to with "Direct Response" in the subject line. Candidates without the writing sample or salary requirements will not be considered.

Interested and qualified candidates should send a cover letter (including salary requirements), resume, and brief writing sample to with "Direct Response" in the…


2121 K Street, NW, #200, Washington, DC 20037

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