Director of Annual Giving

Director of Annual Giving

Rochester, NY ( • Association Office

Job Type

Full-time

Description

$67,000-$74,000 Annually and a Free Family YMCA Membership

Under the direction of the Vice President of Development, the Director of Annual Giving serves as the YMCA of Greater Rochester’s primary annual giving strategist and branch fundraising partner. This role combines the core responsibilities of a traditional annual giving director (direct marketing, donor acquisition and retention strategy, stewardship and giving society development) with a high-touch, relationship-driven partnership approach that supports branch Executive Directors in growing annual leadership level gifts ($1,000+).

The Director functions as a trusted internal consultant and partner to the branches, helping Executive Directors identify opportunities, develop practical donor strategies and mobilize the Association’s development and communications resources to support cultivation, solicitation and stewardship activity at the branch/camp level.

Success in this role requires strong credibility with senior branch leadership, creative and strategic problem-solving and an ability to move work forward through influence, coaching and collaboration.

ESSENTIAL FUNCTIONS

Branch Partnership and Support

· Serve as the primary annual giving partner to branch Executive Directors, providing consistent coaching, strategic support and follow-through to strengthen leadership annual giving at each location, with regular touchpoints focused on priority prospects, renewals and donor upgrades.

· Build strong working relationships with branch/camp leadership teams and operate with a high degree of professionalism and responsiveness.

· Help Executive Directors translate fundraising goals into specific donor strategies including prospect outreach, moves management activities, LYBUNT reactivation, stewardship touchpoints and giving society membership growth.

· Support Executive Directors and their leadership teams in managing the complete annual fundraising cycle: cultivation, solicitation, stewardship and renewal/upgrades with an emphasis on consistent donor movement throughout the year.

Leadership Annual Giving Strategy

· Lead the development of strategies, tools and activity plans that strengthen leadership annual giving across the Association.

· Partner with the Manager of Data and Systems to help branches prioritize high-potential prospects and move annual donors toward major giving.

· Maintain ownership for the development and implementation of individual cultivation and stewardship plans for $1,000+ prospects, created in partnership with Executive Directors and serving as the moves management roadmap for each priority donor relationship.

Portfolio Management

· Manage a small portfolio of donors and prospects, focused on leadership annual giving relationships using disciplined moves management to drive renewals, upgrades and long-term engagement.

Annual Giving Campaigns and Direct Marketing

· Oversee Association-wide donor acquisition, retention and reactivation strategies and calendar ensuring priority donor segments are supported by active moves management outreach beyond mass appeals.

· Manage the planning and execution of direct mail and email appeals below the leadership level, in coordination with internal teams.

· Ensure annual giving outreach reflects strong segmentation and messaging as well as incorporates industry best practices.

Stewardship and Donor Experience Support

· Coordinate closely with the Manager of Donor Engagement and Stewardship to ensure annual donors receive meaningful acknowledgment, recognition and reporting.

· Help branch/camp leadership implement strong, individualized stewardship plans that deepen relationships and improve retention as part of an overall moves management approach that strengthens renewal and upgrade activity.

· Partner with the Experience Team to develop compelling donor stories and impact communications that locations can use in prospect/donor conversations.

Internal Coordination

· Coordinate with internal teams to deliver timely fundraising tools, collateral, prospect lists and support to branch/camp leadership.

· Maintain a set of shared templates and resources that Executive Directors and branch staff can use to support cultivation, solicitation and stewardship work.

· Provide a high level of responsiveness and customer service to branch partners, ensuring branch leaders feel supported and equipped.

Requirements

· Bachelor’s degree preferred; equivalent combination of education and relevant experience will be considered.

· 5+ years of experience in annual giving, donor engagement, or nonprofit development, with demonstrated success designing and executing acquisition, retention, and stewardship strategies that strengthen donor relationships and increase sustainable philanthropic support.

· Proven ability to build credibility with senior leaders, influence decision-making without direct authority, and effectively communicate a compelling case for support that advances mission impact.

· Strong interpersonal and relationship-building skills, with a consultative approach that fosters trust, collaboration, and shared accountability across branches and departments.

· Experience developing strategic donor engagement plans and equipping staff and volunteers with tools, guidance, and confidence to successfully implement them.

· Demonstrated organizational and project management skills, with the ability to manage multiple branch priorities, balance competing timelines, and ensure consistent follow-through and measurable results.

· Ability to operate effectively in a highly collaborative, branch-facing environment, navigating diverse stakeholder perspectives while promoting alignment and a culture of philanthropy.

· Experience planning, implementing, and evaluating annual giving campaigns, including direct mail and digital appeals, using data-driven insights to refine strategy and improve performance.

· Proficiency with donor databases, segmentation tools, and moves management tracking; experience with Raiser’s Edge preferred, with a strong commitment to data integrity and performance analysis.

· Commitment to inclusion and the YMCA’s core values of caring, honesty, respect, and responsibility, with the ability to build authentic relationships across diverse communities.

· Ability to travel regularly to branches and camp locations in support of relationship-building and fundraising efforts.

PHYSICAL REQUIREMENTS:

· Ability to work at a computer for extended periods of time.

· Ability to sit, stand and move within an office environment.

· Ability to occasionally lift or move materials weighing up to 15 pounds.

· Must be able to travel from location to location.