OverviewThe Director of Major Gifts will lead STG's major gifts strategy and execution, building a sustainable program that deepens relationships with donors, advances STG's upcoming $30M+ Capital Campaign alongside annual fundraising goals, and supports the organization's long-term growth and sustainability.
Reporting to the Chief Development Officer, this person will manage relationships with and secure support from donors capable of making gifts of six and seven figures. The Director will manage a personal portfolio and provide leadership and direct management of the Associate Director of Donor Relations and Events, and the Sr. Manager of Major Gifts. In partnership with the Chief Development Officer and colleagues across STG, the Director will help shape and implement a disciplined, donor-centered major gifts program that reflects STG's mission, vision, venues, programs, audiences, and community impact. As a senior leader, this role is expected to flex in response to STG's evolving priorities and organizational needs. This position earns between $125,822 to $188,738 (Midpoint of $157,280.00), and is eligible for Medical, Dental, Vision, Life, STD, LTD insurances as well as paid time off and 403b retirement savings plan with a discretionary match.
Essential Duties and ResponsibilitiesProgram Strategy & Leadership- Design and implement a comprehensive major gifts program that builds on STG's existing systems, practices, and successes, for both annual major gifts as well as leadership contributions to STG's Capital Campaign. Serve as the primary leader of the program, ensuring collaboration with key staff across the organization, as well as Board and other volunteer leaders.
- Set annual and multi-year goals in partnership with the CDO and Development colleagues and ensure accountability to those goals - both individually and collectively - through benchmarks, metrics, tracking, reporting, training, and other support.
- Manage, mentor, and support the Associate Director of Donor Relations and Events, and the Sr. Manager of Major Gifts, ensuring clear goals, coordinated donor strategies, effective collaboration, and strong execution across major gifts, donor relations, stewardship, and events.
- Participate in prospect strategy meetings with colleagues to collaborate on engagement strategies, learn from challenges and successes, and prioritize prospects for action.
- Use data-driven insights to inform strategy, forecast revenue, and identify trends in donor behavior and philanthropic market shifts.
- Foster strategic collaboration with the CDO, Capital Campaign Director, Associate Director of Donor Relations and Events, Sr. Manager of Major Gifts, and colleagues across STG to coordinate outreach efforts, strengthen donor engagement, support a robust major gifts pipeline, and maximize philanthropic impact.
- Champion a culture of philanthropy across STG - modeling professionalism and fundraising best practices and promoting shared ownership of fundraising success across the organization.
- Participate in Capital Campaign training and other professional development opportunities as STG prepares for its upcoming $30M+ campaign.
Portfolio & Relationship Management - Manage a portfolio of 75 or more major gift prospects by driving all aspects of the relationship management cycle. Develop and propose strategies for the qualification, cultivation, and solicitation of major and leadership gifts, including identifying and qualifying prospects, determining steps for strengthening relationships, recommending a strategic approach and level of solicitation, and identifying and coordinating stakeholders to be involved in cultivation and solicitation. Achieve multiple touchpoints with prospects and donors annually (goal for number of touchpoints to be determined by the CDO and Director).
- Engage organizational leadership, including board members and campaign volunteers, to support relationship management.
- Work in partnership with the Associate Director of Donor Relations and Events, Sr. Manager of Major Gifts, and Capital Campaign Director to ensure an effective program for the recognition, involvement, and stewardship of donors, and support and attend donor cultivation and stewardship events, including performances across STG's venues.
Communications & Reporting- Articulate STG's case for support verbally and in writing, so donors authentically connect with and feel inspired by STG's vision, mission, and impact on the region's cultural life and well being. Prepare formal written materials, including letters, proposals, and briefing documents, associated with major and leadership gift relationships.
- Provide regular reporting on pipeline health, prospect management, fundraising performance, and revenue projections to staff and leadership and additional stakeholders as necessary, such as the Capital Campaign Committee.
- Maintain up-to-date donor records in Salesforce, including moves management, proposal status, gift forecasts, and campaign goals.
- Serve as an integral player in the success of DOORS, STG's annual fundraiser, particularly around audience development (major donor engagement).
Qualifications- At least 10 years of progressively responsible management experience in fast-paced fundraising organizations, with demonstrated success as a front-line fundraiser and at least 7 years in a senior leadership or supervisory capacity; experience fundraising in a campaign environment strongly preferred.
- Well-honed skills in developing donor cultivation and solicitation strategies, with a track record of success in securing leadership (seven-figure) gifts.
- Experience partnering with executive leadership and board members to advance high-level fundraising strategies and donor engagement.
- Deep understanding of leadership and transformational giving principles, donor psychology, and philanthropic trends among ultra-high-net-worth individuals.
- Proven ability to engage, inspire, and mobilize donors and volunteer leaders in high-impact, revenue-generating initiatives.
- Outstanding interpersonal, influencing, and relationship-building skills, with a high level of comfort in direct donor interaction, including discussions of personal and family finances.
- Demonstrated experience structuring, negotiating, and executing complex gift agreements that balance donor aspirations with organizational safeguards, including legal, financial, and reputational risk management.
- Ability to synthesize donor data, philanthropic trends, and organizational priorities to guide strategy and adapt to evolving opportunities.
- Exceptional strategic thinking and project management skills, with the ability to lead multiple cross-functional initiatives while maintaining attention to detail and a broad organizational perspective.
- Strong, proactive problem-solving orientation, with the ability to pivot and maintain a positive, solutions-driven mindset under pressure.
- Highly effective time management and organizational skills, with the ability to meet deadlines and adapt under pressure.
- Excellent presentation, writing, and public speaking skills, with the ability to convey complex ideas clearly and persuasively, along with strong research and analytical capabilities.
- Demonstrated initiative and sound judgment in independent decision-making, combined with the ability to work well as part of a team.
- Proficiency in CRM platforms and fundraising databases (Salesforce preferred) and other business tools that support donor engagement and development operations.
- Proven experience coaching, managing, and developing high-performing staff, and fostering a healthy and collaborative team culture while achieving ambitious goals.
- Commitment to working in a team-based environment and partnering across departments to achieve shared goals, while navigating a complex organizational structure.
- Willingness to work evenings and weekends as needed, and to travel as opportunities arise (e.g., fundraising gatherings in other towns and cities).
- Creativity, energy, confidence, and integrity, with a high level of discretion and respect for donor privacy.
- Genuine passion and commitment to the performing arts, historic theatres, and/or arts education preferred.
- Bachelor's degree from an accredited university, or equivalent professional experience; CFRE certification preferred.
