Senior Director, Individual Giving

The Earthwatch Institute engages people worldwide in scientific field research and education in order to promote the understanding and action necessary for a sustainable environment. Our vision is a world in which we live within our means and in balance with nature. We bring together institutions and individuals to understand and inform critical environmental issues by combining world class scientific field research with experiential learning programs that inspire the leadership needed to promote personal and organizational change.

Our research program involves a global community of researchers, conservation volunteers, NGOs and businesses, working together towards a sustainable environment. Earthwatch supports about 60 projects across nearly 40 countries, and draws $20 million in annual revenues, with more than 85% of its budget supporting science research and engagement, and going towards programmatic support. Since 1971 Earthwatch has inspired 93,000 volunteers to join vital conservation research projects in the field. Earthwatch supports research projects in four key areas: Ecosystem services, climate change, oceans, and cultural heritage.

Earthwatch is proud to collaborate with nearly 40 corporate partners around the world, in industry sectors ranging from banking and financial services to consumer products, agriculture, and extractives. We select companies that take their environmental responsibilities and performance seriously and are open to working constructively with us to benefit the environment and help us achieve our mission. 

Position Overview:

The Senior Director, Individual Giving will lead the Individual Giving program, including major gifts, annual fund,  special events, and digital fundraising in a newly integrated international development team. Focusing on the continuing growth and diversification of individual philanthropic support for Earthwatch Institute, the Senior Director, Individual Giving will cultivate, solicit and accelerate the commitment of gifts from the institution's most significant donors and prospective donors.

As the primary strategist for Individual Giving, he/she will partner with the Chief Development Officer to guide and oversee the frontline individual gift fundraising staff. Central to this leadership role is the crafting and execution of a strategic and operational plan for the identification, qualification, engagement, cultivation, solicitation, and stewardship of high net-worth donors and prospects. Importantly, the Senior Director, Individual Giving will demonstrate superior management and leadership ability, with a track record of building and growing motivated, high-performing teams, making coaching a high priority.

The Senior Director, Individual Giving will also serve as a visible frontline fundraiser and carry a portfolio of select prospects and donors of six and seven figure gift capacity.

The Senior Director, Individual Giving will be accountable for the annual Individual Giving fundraising goal and will direct both strategy and program implementation. He or she will work with the

Chief Development Officer to articulate quantitative performance measures for the team.

The ideal candidate for this integral role will have a successful  record of closing six and seven figure gifts, ideally within a complex, multi-unit, and fast-paced scientific and/or cultural environment in which he or she actively built a prospect portfolio. He or she will possess the poise to work with philanthropic leaders, the intellectual agility to partner with Earthwatch conservation scientists and program staff, and a passion for Earthwatch's mission. In addition, the successful candidate will bring superior communication abilities and the professional maturity to build alliances with external and internal constituencies.

Responsibilities:

• Oversee financial and operating performance of the Individual Giving program including revenue projections, goal-setting, performance monitoring and program budgeting;
• Establish annual and monthly Individual Giving team fundraising goals, team and individual accountability metrics, performance indicators, solicitation timelines and activity goals;
• Ensure optimization of annual fund acquisition and renewals, delivering on growth goals within budget;
• Convene staff team meetings to review financial performance, program implementation, program planning and emerging priorities;
• Prepare multi-year strategic and operational plans for the identification, qualification, engagement, cultivation, solicitation, and stewardship of high net-worth donors and prospects to meet revenue expectations for Earthwatch's funding priorities;
• Serve as lead strategist for the Individual Giving team, developing unique and integrated strategies for in-person cultivation and solicitation; 
• Work in collaboration with other senior Development staff;
• Provide leadership and accept responsibility for implementing and transparently managing a comprehensive individual major gift prospect management system, which includes regular prospect review meetings with Earthwatch Chief Development Officer;
• Reinforce a culture of in-person prospective donor visits and 'donor-centric' fundraising methodology;
• Lead the portfolio management efforts with Earthwatch leadership, oversee the preparation of briefing materials; 
• Personally take responsibility for portfolio of select major donors, prospects and meet annual revenue targets mutually agreed with CDO;
• Collaborate with Earthwatch CDO, CEO, Boards, and other senior staff to further define the Earthwatch  case for philanthropic support;
• Deliver inspiring and motivational presentations, as required, for executive leadership, broader Earthwatch  staff, donors and prospective donors;
• Provide operating leadership including preparation of annual performance evaluations of all Individual Giving staff; 
• Oversee the planning and execution of special events; provide direction and oversight to ensure maximum net financial and institutional development results and represent Earthwatch at events as needed;
• Responsible for hiring, training, leading and motivating the team of Individual Giving staff members; serving as an exceptional coach and mentor;
• Integrate planned gift strategies and programs with colleagues responsible for outright gift solicitation and cultivation activities;
• Maintain best fundraising practices; ensure a transparent, coordinated, and collaborative approach to the cultivation, solicitation, and stewardship of donors and prospects throughout Earthwatch.

Qualifications:

The ideal candidate will possess the following experience and attributes:

• Proven track record of successfully staffing and personally soliciting major gifts, including the design and execution of identification, qualification, cultivation, solicitation, and stewardship strategies, as well as the effective engagement of key leaders in those strategies;
• 5-7 years of experience in a leadership capacity, managing a team of development professionals within a complex, fast-moving environment;
• Leadership, strong management, and personal energy to lead a team of motivated professionals to continually surpass goals, overcomes obstacles while creating donor and member loyalty;
• Experience with all aspects of individual giving, including capital campaigns, major gifts, planned giving, annual fund, donor recognition programs, digital fund raising and special events;
• Experience effectively growing volunteer outreach, membership and/or affinity group programs;
• Credibility and intellectual stature to gain the trust of and collaborate effectively with executive management, high-profile volunteers, colleagues, and key constituents;
• Poise to strategically engage and steward high-level donors, prospects, and volunteers;
• Outstanding stewardship and relationship management skills: confidence and history of meticulous follow-through in providing professional staffing to top executive and fiduciary leadership;
• Highly motivated, proactive, collaborative, creative, and results-oriented;
• Superb interpersonal and communication abilities, including excellent writing, verbal, and active listening skills;
• International fundraising experience a plus;
• Demonstrated ability to maintain best fundraising and membership practices, engage participation from all levels, and generate excitement, shared purpose, and action;
• Willingness and ability to travel, nationally and abroad.