Major Gift Officer

LOCATION: National/Flexible - near a major airport hub required

Overview

The Land Trust Alliance is the voice of the land trust community. As the national leader in policy, standards and education, we work passionately to support land trusts across America so they can save more land and better serve their communities.

Our natural places and working lands are a lifeline to clean air, water, food and good health. These lands also bring us together, inspire us and provide opportunities to recreate and recharge. The land trust community is a crucial component in this equation. With important places under continual threat, land trusts need access to the best tools, information and policy advocates. Armed with a diverse network and valuable resources, the Alliance is the land trust community’s source for the knowledge and capabilities they need to reach their goals. From tax and funding policies on Capitol Hill to innovative ideas, partnerships and initiatives, we ensure our land trust members can always be heard and achieve more.

With eager new leadership, an engaged Board of Directors and an exciting new strategic plan set to launch, the Alliance is seeking to elevate land conservation as a priority nationwide. We envision land trusts leading a reenergized, more relevant conservation movement, joining with partners that have not traditionally identified as conservation organizations, including from the for-profit sector, around our nation’s shared interest of protecting special places.

Summary Description

Reporting to the Director of Individual and Major Gifts, the Major Gift Officer is a primary external ambassador for the Land Trust Alliance who plays a significant role in the organization’s strategic objective to increase its individual donor base and revenue from major gifts of $25,000+, campaign gifts and planned gifts. The officer’s primary responsibility is to identify, qualify, cultivate, solicit, steward and otherwise manage prospect and donor relationships to achieve and expand the organization’s philanthropic goals. The officer is a key individual contributor who will work closely with other Development Department staff as well as with the CEO, colleagues from across the organization and volunteers such as the Board of Directors and executive directors and leaders from the Alliance’s land conservation community.

The initial focus of work for the Major Gift Officer will be a high level of discovery visits and calls with hundreds of current donors and prospects to identify a portfolio with a $1-2 million+ goal. The Alliance will soon be launching a major comprehensive campaign, and the officer will serve a key role in the development and execution of prospect and donor strategies to meet campaign and annual goals for major gifts and for planned gifts. Annual metrics will focus on direct solicitation of gifts greater than $25,000 and advancement of prospects with potential for gifts of six to seven-figures. Like all Alliance development staff, the officer will work to achieve these goals in a manner that also helps to advance and celebrate the Alliance’s independent land trust members and respects the relationship between the Alliance’s land trust members and many Alliance donors and prospects.

Specific Responsibilities

• Conduct qualification and discovery meetings with donors and new prospects to determine capacity, interest, and readiness for major ($25K+) and principal giving in order to build and then continually refine a robust personal portfolio.
• On an annual basis personally secure at least $1-2 million in individual giving and planned gift activities, toward the Individual and Major Gifts team’s current annual goals of $5-$7 million, with expected growth in the coming years.
• Act as principal donor strategist for each prospect and donor in the portfolio, developing and executing individualized cultivation, solicitation, and stewardship strategies that lead to significant and transformative gifts in support of the Alliance’s mission.
• Maintain an active cadence of donor contact and visits, targeting 100-120 visits annually across the qualification, cultivation, solicitation and stewardship pipeline, consistent with moves management best practices.
• Act as a principal point of contact to identify and secure complex, non-cash and planned gifts from portfolio donors.
• In partnership with Development and program colleagues, as appropriate, develop major gift proposal documents to share programmatic updates and encourage donor giving.
• In coordination with Development, Alliance Field Divisions and other program staff, serve as an ambassador for the Alliance with its member organizations and partners. This includes speaking at meetings, conferences, events and other engagements within and beyond the land trust community to advance the philanthropic goals of the Alliance.
• Use a positive and proactive mindset to identify and develop relationships with new prospective individual supporters, planned gift donors, family foundations, fundraising partners and volunteers as well as potential foundation and corporate supporters.
• Contribute to complete and accurate activity reports on moves management on a regular basis that include detailed call reports, revenue forecasts, data analytics, and other accomplishments.
• Use Salesforce to maintain accurate, up-to-date portfolio records, track donor moves and progress and inform ongoing portfolio and prospect strategy.
• Collaborate with Alliance volunteers including staff from other departments, Board members, land trust leaders and other partners to advance the Alliance’s fundraising goals.
• Meet regularly with executive directors, staff and Board members of land trusts and partners to build collaborative, mutually supportive relationships.
• Contribute to individual giving and major gift circles such as the Legacy Society, Emeritus Board Group and others as created.
• Serve as an advisor to other Alliance staff for individual and major gift strategies and activities.
• Contribute to developing an overall culture of philanthropy at the Alliance and building enthusiasm, confidence, and skills in individual giving, major gifts and planned giving.
• Participate in Alliance general development, individual giving and national and regional events, conferences and meetings including the Alliance’s annual Rally: the National Land Conservation Conference.
• Stay informed about trends in philanthropic giving and environmental funding.

Key Metrics

• Donor engagement: Number of personal meetings with prospects and volunteers; number of individuals engaged through events and activities; and portfolio development.
• Donor stewardship: Number of touchpoints with each donor; timeliness of engagements.
• Revenue: Value of gifts toward the Alliance mission, campaign goals, and toward planned gift and special gift goals; number of solicitations; and success rate of solicitations.

Qualifications

• Bachelor’s Degree and a minimum of six years development experience in individual major gifts fundraising, including significant experience with face-to-face solicitations.
• Demonstrated skill, confidence and success in securing five to six-figure gifts from individuals. Experience with seven-figure gifts a plus.
• Understanding of planned giving opportunities and demonstrated comfort and success in utilizing planned giving as a tool in development.
• Strong people skills and the ability to build cooperative relationships internally and externally, including with donors, board members and colleagues from diverse backgrounds and lived experiences.
• Experience and confidence working with internal and external executive-level staff, Boards of Directors, principal donor groups and fundraising volunteers.
• Experience with major donor and prospect moves management best practices essential.
• Willingness to travel extensively (2+ trips/month, approximately 25-35% of time) and work a flexible schedule including occasional weekends. Must be located near a major airport hub.
• Excellent speaking, writing and editing skills. Ability to help shape and refine an inspirational and persuasive case for the Alliance.
• Ability to work effectively without daily supervision and as part of a team.
• Excellent organizational and analytical skills and attention to detail; able to work in a fast-paced environment, meet deadlines and multi-task.
• Experience and success with comprehensive campaigns a plus.
• Experience executing nationwide fundraising strategies a plus.
• Experience with Microsoft Office and Salesforce programs essential.
• Adherence to discretion in working with sensitive donor and financial information essential.
• Knowledge of the philanthropic leaders and regional landscape highly desirable.
• Familiarity with land trusts and the land trust community is a strong plus. A passion and deep commitment to land conservation and the mission of the Alliance is essential.

Compensation

The budgeted salary range for this position is $100,000-$115,000, commensurate with skills, years of experience, physical location, and unique background and qualifications of the candidate.

The Land Trust Alliance offers a comprehensive benefits package that includes, but is not limited to, medical, dental, vision, and other health coverage; life and disability insurance; paid vacation, personal, sick, and holiday leave; and 403(b) retirement benefits.

Application

Please submit your application for this position, attaching your resume and cover letter, on the following link: https://www.paycomonline.net/v4/ats/web.php/portal/CF3ADEB4BF06BDCD626EF14936C1FEE5/jobs/228446. If the electronic application is not an option, applications will be accepted by mail to Human Resources, Land Trust Alliance, 1250 H St, NW, Suite 600, Washington, DC 20005.

The Land Trust Alliance’s mission is to save the places people need and love by strengthening land conservation across America. The Land Trust Alliance is an equal opportunity employer and does not discriminate on the basis of race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity, age, disability, marital status or veteran status.