Director, Major Gifts

Job description

### WHO WE ARE **United Way of Greater Los Angeles (UWGLA) is home to the change makers and justice seekers.** We're individuals from various walks of life making collective steps towards a better future for our community. Our focus is on bringing about real and sustainable change by unleashing the collective power of people to open minds, unite diverse communities, and convert compassion into action for a more just, inclusive, and thriving L.A. County. **Together, we make tangible impact on some of our region's most pressing challenges by expanding educational opportunity, advancing economic mobility, strengthening community resilience, and helping people thrive**. For us, being 'united' isn't just in reference to our organization but to our hope for the future of Los Angeles. Regardless of race, gender, orientation, or self-identification - **we do our part as one by making room for all.** ### WHAT WE DO Our **Development** department advances United Way's mission by building a coalition of donors, connectors, and advocates who believe in the power of collective action to create a stronger, more equitable, and more prosperous Los Angeles. Our success is measured by the strength of our partnerships and the resources we mobilize to advance our mission. At our core, we are passionate advocates who believe that the support we inspire today directly shapes how far we can go tomorrow in building a stronger Los Angeles. ### WHY WE NEED YOU We are inviting ambitious fundraising leaders with a passion for cultivating transformational donor relationships to apply for our **Director, Major Gifts** role. You will contribute to our revenue growth goals by securing major gifts, expanding mid-level giving and Tocqueville Society membership, and increasing philanthropic investment across our individual donor portfolio. You will have the unique opportunity to inspire donors to make some of their most significant charitable investments in support of a stronger Los Angeles. ### HOW YOU’LL CONTRIBUTE TO THE CAUSE **Major Gifts ($10k+)** - Develop and execute strategies to grow revenue from major donors contributing $10,000 or more annually. - Manage a portfolio of major donors and prospects, leading cultivation, solicitation, stewardship, and renewal efforts. - Secure five- and six-figure gifts that advance UWGLA's strategic priorities and long-term revenue goals. - Build personalized engagement and solicitation strategies that deepen donor relationships and increase philanthropic investment. **Major Donor Giving Society** - Lead the growth and management of the Tocqueville Society, UWGLA's leadership giving society for donors contributing $10,000 or more annually. - Develop and execute strategies to increase Tocqueville membership, retention, engagement, and annual giving. - Define and evolve Tocqueville member benefits, recognition opportunities, communications, and engagement strategies. - Create pathways that encourage Tocqueville members to increase their giving, deepen their involvement, and become long-term champions of UWGLA's mission. **Mid-Level Leadership Giving & Donor Pipeline Development** - Develop and execute strategies to grow revenue from mid-level Leadership donors contributing between $1,000 and $9,999 annually. - Create donor upgrade pathways that move workplace, annual, and Leadership Giving donors into higher levels of giving over time. - Lead donor reactivation efforts focused on lapsed Leadership Giving, Tocqueville, and major gift donors. - Build and maintain a robust pipeline of qualified Leadership Giving, Tocqueville, and major gift prospects. **Individual Giving Strategy & Performance** - In coordination with department leadership, establish fundraising goals, revenue forecasts, and performance metrics for individual giving programs. - Analyze donor giving trends, portfolio performance, and engagement data to identify growth opportunities and inform strategy. - Develop and execute strategies to acquire new individual donors and expand UWGLA's base of philanthropic support. - Monitor fundraising performance and implement adjustments that strengthen donor retention, increase giving levels, and achieve revenue goals. **Team Management & Development** - Mentor and coach a diverse team of development professionals to grow skillsets, support individual professional development goals, and inspire team members to both lead and follow. - Provide direct but respectful constructive feedback in real-time and during formal review periods to elevate team performance, maintain accountability, and reach goals. - Other responsibilities as assigned ### WHAT 1 YEAR OF SUCCESS LOOKS LIKE - Establish an Individual Giving Roadmap to grow portfolio from $700K to $2M with clear annual milestones, portfolio targets, and donor acquisition, upgrade, and retention activities. - Design and execute a formal donor upgrade pathway that moves a targeted number of Leadership Giving donors ($1,000–$9,999) into Major Gift-level ($10,000+) giving by year end, with measurable conversion benchmarks established in Q1. - Reactivate lapsed donors with a reactivation campaign targeting mid-level and major gift donors who have not given in 1–3 years. ### SKILLS YOU’LL NEED TO SUCCEED (The Must-Haves) **Education & Experience:** - High school diploma or GED required. - Minimum 7 years of progressively responsible experience in fundraising required. - Minimum 3 years of experience supervising and developing direct reports required. - Must have experience cultivating, soliciting, and stewarding individual donors, including securing major gifts and growing donor portfolios. - Must have experience securing gifts of $10,000 or greater from individual donors. **Personal Qualities & Competencies:** - You enjoy a **hybrid environment** that includes both in-person and remote work styles and are able to work from our DTLA office on Tuesdays, Wednesdays, Thursdays, and additional days as needed. - You understand the value of **racial equity** as an organizational operating principle and are committed to continued learning on issues related to race, equity, diversity, and inclusion. - You are curious about **emerging technology and artificial intelligence** and always looking for practical ways to apply new tools to work smarter and drive greater impact. - You are comfortable **making the ask** and confidently leading donor cultivation, solicitation, and stewardship conversations. - You are a **strategic relationship builder** who can engage and influence stakeholders ranging from first-time donors to high-net-worth philanthropists and community leaders. - You are **accountable for results** and have a track record of setting ambitious goals, developing strategies to achieve them, and consistently delivering outcomes. ### HOW TO KNOW IF YOU’RE A FIT (The Nice-to-Haves) - You have a talent for **understanding what motivates people** to give and can connect their philanthropic interests to opportunities that create lasting impact. - You are skilled at **inspiring generosity** and can confidently guide conversations that lead to transformational philanthropic investments. - You are naturally curious about people and enjoy building **authentic, long-term relationships** rooted in trust, shared values, and meaningful connection. - You are **comfortable engaging** high-net-worth individuals, community leaders, and influential stakeholders with confidence, credibility, and professionalism. - You bring a **donor-centered mindset** and enjoy helping individuals achieve their philanthropic goals while advancing the organization's mission. - You are patient, persistent, and understand that meaningful donor relationships often require thoughtful **cultivation** over time. - You can see both the big picture and the next step, **translating ambitious goals** into clear strategies, priorities, and measurable outcomes. - You are an **effective communicator** who can tailor your message to diverse audiences and inspire action. - You use sound judgment, strong problem-solving skills, and data-informed decision making to **drive results**. - You are **familiar with Los Angeles'** philanthropic, nonprofit, or civic landscape. - You know your way around the **Microsoft** Windows operating systems and all it's essential programs including Outlook, Word, PowerPoint, and Teams ### COMPENSATION & BENEFITS - Hiring Salary Range: $120,000-140,000 per year dependent on internal equity and a variety of job-related factors including, but not limited to, experience, training, education, and market demands. - The benefits available for this position include medical, dental, vision, 403(b) plan, pension, life insurance coverage, disability benefits, paid holidays, and paid time off.