Senior Manager of Development

Position Description:

As an integral member of The Washington Ballet's Development team, the Senior Manager of Development plays a crucial role in driving our annual and planned fundraising efforts. This position involves strategic engagement with donors and requires a nuanced understanding of our organization's artistic, educational, and community programs. The Senior Manager of Development advocates for these initiatives while working within a highly collaborative team environment.

The Senior Manager of Development will manage and cultivate relationships with a portfolio of approximately 200 donors and major gift prospects, each capable of contributing $2,500 or more annually. This role includes stewarding these individuals towards increased giving and actively participating in department-wide strategic planning, campaigns, events, and other forward-thinking initiatives.

A significant part of the Senior Manager of Development's role is to collaborate with internal colleagues, enhancing an existing pipeline of identified prospects. This includes upgrading Balletomane members and current subscribers to become annual and/or major gift donors for The Washington Ballet.

The role demands a high level of discretion and prioritization skills. The Senior Manager of Development must efficiently handle time-sensitive projects, balancing concurrent deadlines and donor interactions. A proactive approach to communication within the Development team and with relevant internal and external contacts is essential and attends all performances and events as a team representative.

The Senior Manager of Development should possess a problem-solving mindset and maintain a positive attitude under pressure.

Key Job Duties:

Strategic and Front-Line Fundraising:

• Manage a portfolio of 200 donors, including Major Gifts, Balletomane Society, Dancer Sponsor, Performance Sponsor, and others to expand mid-level and major donor engagement for contributions of $2,500 to $19,999.
• Manage Balletomane Society program including renewal tracking, prospecting, acquisition, and stewardship.
• Implement targeted acquisition and cultivation plans for new, lapsed and existing donors, utilizing personalized strategies to foster increased giving, prioritizing donor interactions and regular engagement. (in-person meetings, phone, email and written communication, proposal development.)
• Identifying, engaging, and nurturing relationships with prospects, subscribers, and current donors who have the potential to contribute or increase their donations to $2,500 or more annually. This includes securing funds for scholarships, underwriting support, and community initiatives through effective cultivation, solicitation, and stewardship strategies.
• This role will significantly involve developing solicitation letters, crafting proposals, preparing donor briefings, devising campaign strategies, and managing data tracking.
• Drive fundraising program activities, including relationship strategy development, prospect identification, solicitation and engagement, and proposal development.
• Manage and innovate individual giving strategies, integrating them with TWB's larger development goals.
• Collaborates closely with team members to expand the Major Gifts and Individual Giving program through the following strategies: Propose a plan for existing donors to increase their annual contributions and enter the major giving tier; Evaluate the giving interests, capabilities, and inclinations of both active and lapsed donors; Compile detailed materials such as wealth assessments, research profiles, summaries, and briefings for meetings and events tailored for senior leadership.
• Oversee and expand Planned Giving Program while implementing and managing the Legacy Society.
• Act as TWB Liaison for the Board of Ambassadors, including solicitation, event management, meeting management, stewardship of all members and associated organizations.

Event Management:

• Manage and lead benefits events, which can include Studio Session, Lunch & Learns, Trainee Open Rehearsals from start to completion. Manage invitations, contracts, and follow-up processes for other members of the Development and Leadership Team.
• Execution of select special fundraising events (Nutcracker Tea Party, etc.)
• Collaborates with Marketing staff on event communications, donor invitations, solicitations, and other development communications
• Serves as a primary contact for donors, providing concierge service prior to and during events
• Manages concierge experience elements and sponsor benefits fulfillment for individuals in portfolio

Community and Donor Engagement:

• Leverage digital and in-person programming to engage donors, including Studio Session rehearsals, the Lunch & Learn series, Trainee Rehearsals and etc.
• Attend performances (community, mainstage and school as appropriate) and Opening Night receptions, employing these opportunities to strategize and strengthen donor relationships.
• Collaborate closely with Marketing and Communications to ensure messaging for major gift and individual giving development is compelling and consistent.

Administrative and Operational Expertise:

• Maintain precise records of donor interactions and financial contributions, utilizing data to inform future fundraising strategies.
• Coordinate with the Development team to support fundraising events and performances, ensuring donor appreciation and involvement.
• Provide training to new staff and volunteers to ensure the consistent and successful execution of fundraising activities
• Collaborate with Manager of Individual Giving to prepare and manage giving vehicles including Donate2.

Database Management:

• Identifies potential new fundraising prospects, through internal database mining, daily reports, and external research
• Collaborates with the development team's use of campaigns, dashboards, and reports for tracking and analysis
• Responsible for and manages assigned donor portfolio and member list.

Required Skills and Knowledge:

• Bachelor's degree
• Minimum 5 years of development or related experience required.
• Knowledge of and experience with donor databases to manage solicitation information and campaign progress. Ability to foresee fundraising opportunities and give attention to detail while focusing on the long-term perspective.
• Ability to initiate and cultivate ongoing relationships with current donors and new prospects through meetings, phone calls and occasional entertainment.
• Ability to set goals strategically and oversee execution.
• Availability to attend The Washington Ballet, donor, and other events outside of normal business hours.
• Proven ability to interact and influence philanthropic leaders.
• Ability to work cross-functionally with internal and external constituents.
• Excellent written and verbal communication and presentation skills.
• Proficiency in Microsoft Office Suite, and other computer skills.
• Experience with Tessitura is idea

About The Washington Ballet

Celebrating its 80th year as an organization, The Washington Ballet grew out of the success of The Washington School of Ballet, founded and directed for years by legendary dance pioneer Mary Day. Today, The Washington Ballet's mission is threefold: To bring the joy and artistry of dance to the nation's capital and the world's stage through the professional presentation of the best in classic and contemporary ballet; To provide the highest caliber of dance training through a preeminent school of ballet; and To serve and involve the entire community through extensive dance education and community engagement programs.