Manager of Major Gifts and Planned Giving

Job Description

Job Description

Department: Development

Position Title: Manager of Major Gifts and Planned Giving

Reports to: Director of Development

Classification: Full-time, Exempt

Salary Range: $84,000 - $99,000

Location: In-Person, 3515 Wisconsin Ave NW, Washington, DC 20016

Position Description:

As an integral member of The Washington Ballet's Development team, the Manager of Major Gifts and Planned Giving drives the organization's front-line major gift fundraising and leads the growth of its planned giving program, at a moment when both are central to The Washington Ballet's 50th Anniversary and an upcoming comprehensive campaign. This position requires a nuanced understanding of TWB's artistic, educational, and community programs and the judgment to advocate for them one-on-one with donors capable of five- and six-figure gifts.

The Manager of Major Gifts and Planned Giving manages and cultivates relationships with a portfolio of major gift prospects and donors capable of contributing $10,000 or more annually, working jointly with the Director of Development on the department's highest-capacity relationships ($50,000+) and independently on the balance of the portfolio. This role also owns and expands The Washington Ballet's planned giving program, including stewardship of the Mary Day Legacy Society, and serves as TWB's primary liaison to the Board of Ambassadors.

The role demands a high level of discretion, relationship judgment, and prioritization skill - balancing concurrent deadlines, donor interactions, and campaign-readiness work. A proactive approach to communication within the Development team and with relevant internal and external contacts is essential, and the role attends performances and events as a team representative.

Key Job Duties:

Major Gifts & Campaign Readiness

• Manage a portfolio of major gift donors and prospects at the $10,000+ capacity level, working jointly with the Director on relationships at $50,000+ and independently on relationships from $10,000–$49,999, per the department's portfolio assignment guidelines.
• Implement targeted acquisition and cultivation plans for new, lapsed, and existing donors - in-person meetings, phone, email, and written communication, and proposal development - to move donors toward increased giving.
• Identify, engage, and nurture relationships with prospects, subscribers, and current donors with the potential to give or increase giving to $10,000 or more annually, including scholarship, underwriting, and community-initiative support.
• Develop solicitation letters, proposals, donor briefings, and campaign strategies; manage related data tracking in coordination with the Manager of Individual Giving.
• Support the Director in cultivating and preparing top-tier ($100,000+) prospects for solicitation, including wealth assessments, research profiles, and briefing materials for senior leadership and board volunteers.
• Serve as a front-line contributor to campaign quiet-phase activity: prospect qualification, leadership-gift cultivation support, and campaign readiness materials, in partnership with the Director.

Planned Giving

• Own and expand The Washington Ballet's planned giving program, including identification and cultivation of prospective legacy donors.
• Implement and manage the Mary Day Legacy Society, including new-member stewardship, the annual recognition event, and quarterly legacy storytelling for donor communications.
• Build and maintain relationships with professional advisors (estate attorneys, financial planners) to support donor referrals and planned-gift education.
• Coordinate estate-planning donor seminars and legacy giving collateral, in partnership with Marketing.

Board of Ambassadors Liaison

• Serve as TWB's primary staff liaison to the Board of Ambassadors: solicitation, meeting management, event coordination, and stewardship of all members and associated organizations.
• Support Board of Ambassadors recruitment and the annual increase in member giving expectations, in partnership with the Director.

Donor & Event Engagement

• Collaborate with the Manager of Special Events and Marketing staff on event communications, donor invitations, solicitations, and other development communications for events touching the major gifts and planned giving portfolio.
• Serve as a primary contact for portfolio donors, providing concierge service prior to and during events.
• Manage concierge experience elements and sponsor benefit fulfillment for individuals in portfolio.
• Attend performances (community, mainstage, and school as appropriate) and Opening Night receptions to strategize and strengthen donor relationships.

Administrative & Cross-Team Collaboration

• Maintain precise records of donor interactions and financial contributions in Tessitura, using data to inform fundraising strategy.
• Identify potential new fundraising prospects through internal database mining, daily reports, and external research, in partnership with the Manager of Individual Giving's data integration work.
• Collaborate with the Manager of Individual Giving to prepare and manage giving vehicles, including Donate2.
• Provide training to new staff and volunteers to ensure consistent, successful execution of major gift and planned giving activities.
• Actively participate in creating a work culture that embodies TWB's core values: Creativity, Commitment, Communication, Collaboration, Compassion, and Community.

Required Skills and Knowledge:

• Bachelor's degree
• Minimum 5 years of development or related experience, with a track record of cultivating and closing five- and six-figure gifts
• Experience with donor databases (Tessitura strongly preferred) to manage solicitation information and campaign progress
• Familiarity with planned/legacy giving vehicles (bequests, charitable gift annuities, trusts) preferred; willingness to build this expertise required
• Ability to initiate and cultivate ongoing relationships with donors and prospects through meetings, calls, and occasional entertainment
• Ability to set goals strategically and oversee execution against them
• Availability to attend TWB, donor, and other events outside normal business hours
• Proven ability to interact with and influence philanthropic and volunteer leadership (e.g., board members, Board of Ambassadors)
• Ability to work cross-functionally with internal and external constituents
• Excellent written and verbal communication and presentation skills
• Proficiency in Microsoft Office Suite and related productivity tools

Equal Opportunity Statement

The Washington Ballet is dedicated to fostering a welcoming environment in all aspects of its work, from artistic performances and ballet education to community engagement and workplace culture. We prioritize presenting artists and perspectives that reflect the dynamism of DC. Through our community partnerships and campus locations, we intentionally bring opportunities to communities throughout the DMV, ensuring fairness in hiring and employment practices.

Benefits

• Employer-paid Health, Dental, and Vision Insurance
• Short Term Disability and Life Insurance fully paid by TWB
• 403b Retirement Plan Option for Employee's Pre-tax & Roth Contributions
• Two weeks annual leave + 10 holidays + 2 personal days + floating holiday
• Six sick days annually
• Free adult classes at TWSB
• Access to free or discounted tickets to performances

Application Instructions

Please submit your resume, cover letter, and three references. We encourage all interested applicants to apply even if they do not feel they meet 100% of the qualifications. We are dedicated to considering a wide array of candidates, including those with non-traditional backgrounds and experience in the performing arts. Please use your cover letter to elaborate on what you hope to bring to this role and how your prior experience has prepared you for this opportunity.

About The Washington Ballet

Celebrating its 83rd 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.