Senior Major Gifts Officer

Job Description

FINCA International is a global nonprofit organization dedicated to ending poverty through sustainable and scalable solutions that expand economic opportunity. Operating across multiple regions worldwide, FINCA works to empower underserved communities through financial inclusion, social enterprise, and impact-driven development programs.

Over the next five years, FINCA aims to impact 40 million lives and secure $400 million in donor and investor capital to support this mission. Achieving this vision will require a more scalable, data-driven, and digitally sophisticated fundraising model capable of deepening donor engagement while directly connecting supporters to measurable client impact.

About the Role

FINCA International seeks an experienced Senior Major Gifts Officer to cultivate, solicit, and steward philanthropic relationships that advance our mission of ending global poverty. The Senior Major Gifts Officer will manage a portfolio of approximately 125–150 donors and qualified prospects, primarily capable of giving $10,000–$100,000 or more annually. This position will develop personalized engagement and solicitation strategies, strengthen donor retention, reactivate lapsed relationships, and secure increased annual and multiyear commitments.

The ideal candidate combines strong relationship-building skills with disciplined portfolio management, sound judgment, and a demonstrated record of closing major gifts. International experience is preferred, particularly in global development/financial inclusion. Proficiency in Salesforce and the ability to use approved AI tools effectively and responsibly are essential.

Essential Duties

Donor Portfolio Management and Relationship Development

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• Manage an assigned portfolio with clear revenue, retention, and engagement goals.
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• Develop and execute individualized donor strategies that include giving history, philanthropic interests, solicitation amounts, next steps, and timelines.
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• Build sustained relationships through personal visits, calls, tailored correspondence, and meaningful opportunities to engage with FINCA’s leadership and work.
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• Identify and address gaps in donor engagement, prioritizing relationships at risk of lapsing and opportunities to renew or increase support.
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• Qualify new prospects and partner with Direct Marketing colleagues to move appropriate donors into major gifts cultivation.
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Solicitation and Revenue Generation

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• Secure five- and six-figure gifts through direct solicitations and coordinated engagement with senior leadership.
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• Build and maintain a credible solicitation pipeline, including anticipated ask amounts, timing, purpose, and likelihood of commitment.
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• Prepare compelling proposals, briefing materials, and stewardship reports that connect donor interests with FINCA’s priorities and impact.
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• Grow unrestricted support while pursuing restricted opportunities that meet organizational needs.
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• Partner with finance and program colleagues to ensure proposed commitments are feasible and donor restrictions are accurately documented.
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Stewardship and Planned Giving

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• Ensure timely, personalized acknowledgment, follow-up, and reporting.
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• Identify donor interest in bequests and other planned gifts, partnering with planned giving colleagues and appropriate specialists to advance these conversations.
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• Coordinate annual and legacy giving strategies to support long-term relationships.
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• Respect donor communication preferences and maintain continuity when relationships transition between staff members.
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Salesforce, AI, and Performance Analysis

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• Use Salesforce as the central record for donor relationships, documenting substantive interactions, opportunities, commitments, and next steps promptly and accurately.
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• Maintain current portfolio data and use dashboards to monitor revenue, retention, solicitation progress, and engagement gaps.
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• Use approved AI tools to support research synthesis, meeting preparation, draft communications, and portfolio analysis, reviewing outputs for accuracy and protecting confidential donor information.
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• Translate data into clear priorities and corrective action.
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• Provide reliable forecasts and concise progress updates, flagging risks and support needs early.
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Collaboration and Leadership

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• Work closely with Major Gifts, Direct Marketing, Communications, Development Operations, and program colleagues to deliver a coordinated donor experience.
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• Prepare senior leaders for donor meetings with clear objectives, relevant context, and defined follow-up responsibilities.
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• Support donor events and field visits, including planning, cultivation, and timely follow-up.
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• Contribute to annual fundraising strategy, budgeting, and portfolio planning.
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• Model accountability, collaborative problem-solving, and consistent follow-through; share effective practices with colleagues.
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Competencies

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• Relationship Management: Builds trust, listens carefully, and aligns donor interests with organizational priorities.
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• Fundraising Judgment: Recognizes readiness to give and develops appropriate solicitation strategies.
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• Communication: Writes persuasively, presents complex work clearly, and confidently engages donors and senior leaders.
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• Accountability and Organization: Maintains clear plans, meets deadlines, and follows commitments through to completion.
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• Analytical Thinking: Uses data and relationship insights to prioritize activity and improve results.
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• Collaboration: Takes ownership of shared responsibilities and works constructively across teams.
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• Adaptability: Embraces feedback, new technology, and improvements to fundraising practice.
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Qualifications

Experience

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• At least seven years of progressive fundraising experience , including substantial responsibility for personally managing and soliciting major donors.
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• Demonstrated success securing five- and six-figure gifts and achieving individual revenue goals.
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• Experience improving donor retention, increasing giving, and reactivating lapsed relationships.
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• Experience partnering with executives, board members, and program leaders in donor cultivation and solicitation.
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• Familiarity with planned giving and experience identifying and referring legacy gift opportunities.
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• Experience in international development or a related mission area is preferred.
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Technical and Professional Skills

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• Proficiency in Salesforce or a comparable fundraising CRM , with a commitment to using Salesforce consistently.
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• Ability to interpret fundraising dashboards, manage a solicitation pipeline, and produce reliable forecasts.
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• Experience using, or demonstrated willingness to learn, approved AI tools responsibly.
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• Excellent writing, presentation, interpersonal, and project management skills.
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• Discretion in handling confidential information and commitment to ethical fundraising.
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• Commitment to FINCA’s mission and respectful representation of the people and communities we serve.
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Key Deliverables and Performance Measures

Annual targets will be agreed upon with the supervisor based on portfolio composition, historical performance, and qualified opportunities. Performance will be assessed through:

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• Revenue: Achievement of annual individual fundraising goals, including unrestricted support and agreed restricted priorities.
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• Retention and Growth: Renewal of established donors, increased giving, and reactivation of lapsed relationships.
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• Pipeline Development: A qualified, actionable pipeline with documented ask amounts, timelines, and next steps.
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• Relationship Management: Current engagement plans for active portfolio donors, consistent personalized contact, and timely follow-through.
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• Solicitation Effectiveness: Meaningful progress from cultivation to solicitation and commitment.
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• Planned Giving: Qualified legacy conversations and referrals developed with planned giving colleagues.
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• CRM and Forecast Quality: Accurate Salesforce records, timely activity documentation, and evidence-based forecasts.
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• Collaboration: Effective coordination of donor engagement and shared responsibilities across teams.
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Travel Requirements

Availability for domestic and occasional international travel, as well as evening and weekend donor meetings and events.

Physical Demands

The role involves office-based work, donor meetings, event participation, and travel, generally in economy class when traveling by air or rail. Reasonable accommodations may be made to enable individuals to perform essential job functions.