Annual Fund Manager

The Annual Fund Manager leads IndyHumane’s annual giving strategy and is responsible for developing, executing, and evaluating fundraising initiatives that grow sustainable operating revenue, strengthen donor retention, and build the organization’s donor pipeline.

This position oversees donor cultivation, solicitation, stewardship, acquisition, and retention strategies across direct mail, digital fundraising, monthly giving, workplace giving, matching gifts, and other annual giving channels. The Annual Fund Manager also owns and actively manages a portfolio of annual fund donors, developing relationships designed to deepen engagement and increase philanthropic support.

The Annual Fund Manager uses donor giving patterns, engagement data, and fundraising performance metrics to identify opportunities for increased support and to help advance donors toward mid-level, major, planned, institutional, and partnership giving pathways.

Working closely with the Chief Development Officer, Development team, Marketing, and Communications, this position ensures annual giving campaigns and donor communications are strategically aligned, donor-centered, and reflective of IndyHumane’s mission, programs, funding priorities, and organizational goals.

Essential Job Functions

Annual Fund Strategy & Revenue Growth

• Lead the strategy, planning, execution, and evaluation of IndyHumane’s annual fund program.
• Develop annual giving strategies designed to increase sustainable operating revenue, donor participation, retention, and long-term donor value.
• Develop and execute fundraising campaigns across direct mail, digital, and integrated channels in collaboration with internal teams and external vendors.
• Establish annual fundraising plans, timelines, goals, and performance measures for annual giving initiatives.
• Ensure balanced storytelling and donor engagement across IndyHumane’s core funding priorities, including general operations, medical care, animal care services, and other organizational needs.
• Develop and optimize donor acquisition, renewal, retention, upgrade, and re-engagement strategies.
• Evaluate annual fund performance and adjust strategies based on fundraising results and donor behavior.
• Identify opportunities to expand participation in matching gift, workplace giving, employer-supported giving, and other annual giving programs.
• Ensure annual fund strategy supports IndyHumane’s broader fundraising goals and donor pipeline development.

Donor Portfolio Management

• Own and actively manage a portfolio of annual fund donors.
• Develop individualized cultivation, solicitation, and stewardship strategies for assigned donors.
• Build meaningful donor relationships designed to deepen engagement and increase philanthropic support.
• Maintain regular and appropriate donor contact through phone calls, email, meetings, events, personalized communications, and other engagement opportunities.
• Identify donors with the interest and capacity to increase their level of support.
• Coordinate with the Chief Development Officer and other Development staff regarding donors who may be appropriate for advancement into mid-level, major, planned, institutional, or partnership giving pathways.
• Maintain accurate and timely documentation of donor interactions, interests, giving activity, and relationship-management activities within the organization’s CRM.

Direct Mail & Digital Fundraising

• Oversee annual appeal strategy across print and digital fundraising channels.
• Develop campaign segmentation strategies based on donor history, engagement, interests, and giving behavior.
• Coordinate campaign messaging, timing, audience selection, and execution with Marketing, Communications, Development staff, and external vendors.
• Ensure integrated storytelling and donor impact messaging are consistently reflected across fundraising campaigns.
• Review campaign materials for accuracy, consistency, donor-centered messaging, and alignment with organizational priorities.
• Monitor campaign performance and recommend adjustments to improve response rates, donor participation, retention, and revenue.
• Strengthen participation in matching gift and amplification programs.
• Manage workplace giving, employer matching gift programs, and staff giving initiatives to maximize participation and revenue.

Monthly Giving & Recurring Revenue

• Lead strategy for the growth, retention, and long-term sustainability of IndyHumane’s monthly giving program.
• Develop strategies to acquire new recurring donors and increase participation among existing supporters.
• Implement revitalization and re-engagement strategies for inactive or lapsed recurring donors.
• Strengthen recurring donor engagement through branding, communication, stewardship, and donor experience improvements.
• Develop meaningful stewardship touchpoints specifically for recurring donors.
• Monitor monthly donor retention, upgrades, cancellations, and overall recurring revenue performance.
• Use recurring giving data to identify opportunities for program improvement and donor advancement.

Donor Onboarding & Engagement

• Design and implement a structured donor onboarding and welcome pathway.
• Develop communication journeys that strengthen early donor engagement and encourage long-term retention.
• Capture and utilize donor preferences, interests, and areas of connection to personalize communications.
• Develop meaningful opportunities for new donors to learn about IndyHumane’s mission, programs, impact, and funding priorities.
• Evaluate donor onboarding effectiveness and identify opportunities to strengthen early-stage donor relationships.

Donor Stewardship & Retention

• Develop and implement meaningful donor stewardship strategies across the annual fund.
• Ensure donors receive timely, appropriate, and personalized gratitude and recognition.
• Develop personalized stewardship communications, including written, electronic, and video messaging when appropriate.
• Create structured engagement opportunities that strengthen donor connection and organizational transparency.
• Coordinate donor appreciation and recognition initiatives.
• Develop strategies to improve donor retention and reduce donor attrition.
• Partner with Development colleagues to ensure donor stewardship is coordinated across giving levels and fundraising programs.
• Maintain appropriate records of stewardship and donor engagement activity within the CRM.

Donor Analytics & Pipeline Development

• Monitor and analyze donor giving patterns, engagement activity, retention, and fundraising performance.
• Use donor data to identify opportunities for increased giving, re-engagement, upgrades, and long-term relationship development.
• Identify annual fund donors who demonstrate potential for advancement into mid-level, major, planned, institutional, or partnership giving pathways.
• Provide ongoing donor insights and recommendations to the Chief Development Officer and Development team.
• Track donor retention, acquisition, upgrade, reactivation, and engagement trends.
• Evaluate donor lifecycle performance and recommend strategies to improve long-term donor value.
• Use CRM data and fundraising analytics to prioritize donor outreach and engagement strategies.
• Support fundraising forecasting and annual fund revenue planning as requested.

CRM & Donor Records

• Maintain accurate and timely donor information within IndyHumane’s fundraising CRM.
• Document donor communications, cultivation activities, solicitations, stewardship activities, interests, and relevant relationship information.
• Utilize CRM tools to manage donor portfolios, segmentation, outreach, and follow-up activities.
• Ensure donor information is handled confidentially and in accordance with organizational data standards.
• Collaborate with Development Operations to ensure accurate donor records, lists, reporting, and campaign information.
• Identify data or reporting needs that support annual fund strategy and donor relationship management.

Collaboration & Organizational Support

• Partner with Marketing and Communications to align fundraising messaging, storytelling, campaign strategy, and execution.
• Collaborate with the Chief Development Officer to ensure annual fund strategy supports organizational fundraising goals and donor pipeline development.
• Coordinate with Development Operations regarding donor data, segmentation, reporting, gift information, and CRM needs.
• Collaborate with other Development staff to ensure coordinated donor cultivation, solicitation, and stewardship.
• Support fundraising events and donor engagement opportunities that strengthen relationships and increase visibility of IndyHumane’s mission.
• Collaborate with other IndyHumane departments to develop accurate and compelling donor stories and impact information.
• Maintain effective communication across departments regarding fundraising campaigns and donor engagement initiatives.

General Responsibilities

• Maintain a strong working knowledge of IndyHumane’s mission, programs, services, strategic priorities, and community impact.
• Serve as a professional ambassador for IndyHumane during donor-facing, community, and public engagement activities.
• Maintain confidentiality of donor, financial, employee, and organizational information.
• Attend Development team meetings, leadership meetings, IndyHumane all-staff meetings, TrueU programming, and other organizational meetings as assigned.
• Participate in professional development courses, conferences, and other learning opportunities.
• Support organizational initiatives and special projects as needed.
• Perform additional duties and special projects as assigned.

Required Qualifications

Education & Experience

• Bachelor’s degree or equivalent combination of education and relevant professional experience.
• Three to five years of fundraising, development, donor relations, annual giving, or related experience preferred.
• Demonstrated knowledge of the fundraising process and donor-centered fundraising practices.
• Experience using CRM or fundraising database software required.
• Experience with donor cultivation, solicitation, stewardship, or fundraising campaign execution.

Knowledge, Skills & Abilities

• Strong understanding of annual giving and donor engagement strategies.
• Ability to develop and execute donor cultivation, solicitation, stewardship, and retention strategies.
• Strong relationship-building and interpersonal skills.
• Ability to communicate professionally and effectively with donors, employees, organizational leadership, vendors, and community partners.
• Strong written communication, proofreading, grammatical, and editing skills.
• Strong analytical skills with the ability to interpret donor and fundraising performance data.
• Exceptional accuracy and attention to detail.
• Strong organizational and time-management skills.
• Ability to manage multiple campaigns, projects, deadlines, and donor relationships simultaneously.
• Ability to prioritize work and operate independently while collaborating effectively as a member of the Development team.
• Ability to exercise initiative and sound judgment.
• Proficiency with Microsoft Office applications, including Word and Excel.
• Ability to effectively utilize CRM and fundraising technology.
• Ability to maintain confidentiality of donor and organizational information.
• Flexibility, initiative, and a high level of energy.
• Commitment to IndyHumane’s mission and values.

Preferred Qualifications

• Three to five years of nonprofit fundraising or Development experience.
• Experience managing an annual giving or annual fund program.
• Experience personally managing a donor portfolio.
• Experience with direct mail and digital fundraising campaigns.
• Experience with monthly or recurring giving programs.
• Experience with donor acquisition, retention, upgrade, and re-engagement strategies.
• Experience with donor segmentation and fundraising analytics.
• Experience with matching gift, workplace giving, or employer-supported giving programs.
• Experience working with fundraising vendors.
• Experience collaborating with Marketing or Communications on integrated fundraising campaigns.
• Experience identifying and advancing donors through a fundraising pipeline.
• Experience working within an animal welfare or mission-driven nonprofit organization.

Physical Requirements

• Ability to remain seated and work at a computer for extended periods.
• Ability to frequently use a keyboard, mouse, telephone, and standard office equipment.
• Ability to communicate effectively in person, electronically, and by telephone.
• Ability to move throughout IndyHumane facilities and donor or event locations as needed.
• Ability to occasionally lift and carry materials, supplies, or equipment associated with fundraising activities and events.

Work Environment & Potential Exposures

This position operates primarily in a professional office environment within an animal welfare organization and may occasionally work at fundraising events, donor meetings, community activities, or other IndyHumane locations.

Potential work environment factors may include:

• Extended periods of computer and CRM work.
• Frequent interaction with confidential donor and fundraising information.
• Multiple campaigns, deadlines, and competing priorities.
• Regular interaction with donors, employees, volunteers, vendors, and community partners.
• Occasional evening or weekend fundraising and donor engagement activities.
• Proximity to animals and animal-related allergens, odors, and noise when working within shelter facilities.
• Local travel for donor meetings, events, and organizational activities as needed.

Employees are expected to follow all applicable workplace safety, confidentiality, information security, and organizational procedures.

Core Competencies

• Fundraising Strategy
• Donor Relationship Management
• Annual Giving
• Donor Cultivation & Stewardship
• Donor Retention
• Revenue Growth
• Strategic Thinking
• Data Analysis
• Relationship Building
• Written & Verbal Communication
• Project Management
• Organization & Time Management
• Attention to Detail
• Collaboration & Teamwork
• Initiative
• Adaptability & Flexibility
• Confidentiality & Integrity
• Accountability

Equal Employment Opportunity Statement

IndyHumane is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, disability, genetic information, veteran status, or any other protected status under applicable federal, state, or local law.

Americans with Disabilities Act Statement

IndyHumane is committed to providing reasonable accommodations to qualified individuals with disabilities in accordance with the Americans with Disabilities Act and applicable state laws. Employees and applicants requiring accommodation should contact Human Resources.

At-Will Employment Disclaimer

Employment with IndyHumane is at-will. This means that either the employee or IndyHumane may terminate the employment relationship at any time, with or without notice and with or without cause, subject to applicable law. Nothing in this job description should be interpreted as creating a contract of employment.

Job Description Disclaimer

The statements contained in this job description are intended to describe the general nature and level of work being performed by individuals assigned to this position. They are not intended to be an exhaustive list of all duties, responsibilities, or qualifications required. IndyHumane reserves the right to modify duties, responsibilities, schedules, and position requirements based on organizational needs.

Safety Statement

Employees are expected to comply with all workplace safety standards, confidentiality and data-security requirements, organizational policies, and applicable workplace safety practices.

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