Sr. Director of Principal and Planned Giving
Reporting to the Chief Development Officer, the Sr. Director of Principal and Planned Giving is a key member of the Institute for Advanced Study’s Development and Communications team. S/he is responsible for identifying, engaging, soliciting and stewarding donors of principal gifts with gift capacity of $1 million or more; has responsibility for developing effective foundation funding strategies, in collaboration with an Assistant Director who reports to him/her; identifies, recruits, and staffs a new Director’s Council; partners with the Chief Development Officer in supporting the Board of Trustees in their giving to the IAS; is responsible with the CDO for campaign planning and staffing; and helps to grow the base of principal gifts prospects and donors to the IAS. The Sr. Director of Principal and Planned Giving assists the Chief Development Officer in developing engagement programs and strategies for a renewed planned giving program, serves as lead staff for planned giving, and will be responsible for working with colleagues on key development events. All other duties, as assigned by the Chief Development Officer.
Position Duties and Responsibilities
Raise leadership support for the Institute for Advanced Study (60%)
- The primary focus for the Sr. Director will be developing and soliciting prospective donors with gift capacities of $1 million or more and emphasis on donors of $5 million or more, and growing the pool of principal prospects. S/he will be assessed on levels of engagement, gifts raised, and new prospects developed.
- Partners with the Development Officer, Institutional Funding, in working with the faculty, the CDO, and the Director on establishing fundraising priorities. Collaborates with the communications group on materials that highlight and articulate priorities
- Builds productive relationships with the IAS leadership, with the faculty, staff, members, Friends and others; becomes familiar with the Institute, its history, programs, and unique place in higher education, intimately and thoroughly.
- Develops cultivation and solicitation strategies for prospects, including top academics who have spent time at the Institute, local supporters, and leaders in the global financial, technology, and venture capital communities
- Identifies and engages new prospects to ensure that the Institute’s pipeline is expanding and diverse
- Leverages resources within the Institute that enable strong engagement opportunities for prospects, while strategically aligning unique funding opportunities with donors’ interests.
- Builds a new, high level Institute council to provide robust operating support and create a major gifts pipeline.
- Designs, implements, and manages a comprehensive, proactive development plan focused on expanding and enhancing institutional relationships, through traditional and alternative avenues.
- Supervises the Development Officer, Institutional Funding, in developing and cultivating relationships with program manager counterparts at corporations and foundations to ensure awareness and understanding of IAS history and mission, and to be fully informed of funding opportunities.
- Supports the CDO in relationships with the Trustees and serves as secondary prospect manager as assigned by the CDO.
- Writes proposals as needed.
- Staffs the CDO and Director at the request of the CDO on fundraising calls
- Solicits gifts directly.
Oversee Planned Giving Effort
- Develops an infrastructure for planned giving solicitations, to include development of materials, strategy for bequest appeals, identification and cultivation of prospects for planned gifts, growth and stewardship of existing Einstein Legacy Society members.
- Deliberately and systematically meets with faculty, former members, staff, friends, and others about including the IAS in their estate plans or as beneficiary to retirement accounts or about charitable remainder trusts, charitable lead trusts, or gift annuities.
- Collaborates with other colleagues to ask for estate gifts, when appropriate for the relationship.
- Deepens relationship with investment manager to ensure optimal performance of portfolio of trust accounts.
- Provides technical support to professional advisors to formulate and implement gift plans consistent with donors' overall tax,estate planning, and financial goals.
- Serves as a principal contact with administrators, personal representatives, executors, trustees, professional advisors, and
service providers with respect to estates and trusts.
- Reviews state requirements for Charitable Gift Annuity registrations, establish priorities, and execute recommendations.
- Working closely with communications colleagues, designs, implements, and manages a comprehensive, proactive development communications plan focused on planned and estate giving
All other duties as assigned by the Chief Development Officer, including collaboration and support of the Development Department
- The Sr. Director of Principal and Planned Giving will work as part of highly collaborative Development team
- Works and collaborates across campus with staff, the Institute Director, Trustees, and faculty in arranging campus visits and development travel
- Given the small size of the development staff, the Sr. Director of Principal and Planned Giving will be expected to support her colleagues on office and Institute projects as needed.
- Takes an active role in campaign planning and execution
Skills and Abilities
- Strong relationship management skills and track record
- Demonstrated experience in soliciting and closing six and seven figure gifts
- Experience managing advisory and leadership committees
- Strong writing ability; experience composing successful proposals
- Ability and willingness to cold call
- Experience staffing the board of a non-profit and working with high net worth individuals and corporate and foundation leaders
- Ability to prioritize, work under pressure, and meet short deadlines
- Willingness to work in a very small shop
- Must know tax law and planned giving techniques
- Position will require evening and weekend work and domestic and international travel
- Strong work ethic and sense of humor
Education, Experience and Knowledge
- Bachelor’s degree required, graduate degree preferred (Intellectual curiosity is essential)
- Minimum of five years’ experience in major gifts fundraising in higher education
- Planned giving experience
- Strong interpersonal skills and ability to work productively as a team member.
- Strong attention to detail; excellent written and verbal skills.
The Institute for Advanced Study is an equal opportunity institution encouraging a diverse pool of applicants. We believe in the inherent value of diversity and equal opportunity, recognizing that a truly diverse workforce will bring a wider array of perspectives, as well as more innovative and effective solutions, to the organization. As a community dedicated to intellectual inquiry, we are resolutely committed to the values of diversity, equity, and inclusion.