Major Gifts Officer

Application Deadline: 10 September 2026

Department: Development

Employment Type: Full Time

Location: Hybrid: Sacramento, CA, USA

Reporting To: Development Director

Compensation: $90,161 - $97,161 / year

Description

What You'll Do

• Manage and grow a portfolio of 75+ major donors and prospects, serving as the primary relationship manager. 
• Develop and implement individualized cultivation, solicitation, and stewardship strategies to increase donor engagement and giving over time. 
• Make and manage a consistent volume of gift solicitations of $5,000+ annually, aligned with established performance metrics. 
• Achieve annual revenue goals associated with the assigned major donor portfolio. 
• Plan, support, and execute donor cultivation opportunities, including small group field trips, special events, and virtual engagements. 
• Identify and cultivate midlevel donors with potential and new major gift prospects to build a strong and sustainable donor pipeline.  
• Develop compelling donor communications, including proposals, reports, impact updates, and stewardship materials in collaboration with the Development and Communications teams. 
• Use CRM to track progress, manage donor portfolios, and report on key performance indicators related to major gifts. 
• Analyze portfolio performance and adjust strategies to meet or exceed revenue goals. 

• Partner with the Development Director and Executive Director on transformational donors, providing strategy, briefings, prospect research, and follow-through enabling the Executive Director to focus on the highest-impact relationships. 
• Advise senior leadership regarding donor interests, cultivation opportunities, and current engagement strategies. 
• Participate in long-range donor pipeline planning and revenue forecasting for major gifts fundraising efforts. 
• Contribute to the development and refinement of major gifts program processes, tools, and best practices, including integration of Diversity, Equity, Inclusion, and Justice (DEIJ) commitments into donor conversations and materials. 
• Participate in team planning and contribute to overall Development team goals. 

• This is a full-time (40-hour week), exempt position. 
• Standard working hours are Monday through Friday 8:30 AM to 5 PM.  
• Meetings with donors may take place outside these hours, including mornings, evenings, and weekends. 
• This is a hybrid role based in Sacramento (CA) that supports remote work while requiring in-office participation for meetings and team activities. Preference will be given to Sacramento or Bay Area-based candidates or to those willing to relocate.  
• We may expand consideration to other California-based candidates only if it becomes necessary to meet our hiring goals 
• Regular travel (up to 40%) within California for donor cultivation will be required. Work travel is reimbursed. 
• A valid California driver’s license is required. 

• Build strong working relationships with the Development Director, Executive Director, Board members, and key program staff to support coordinated donor engagement. 
• Develop a deep understanding of CNPS's mission, programs, strategic priorities, and funding opportunities. 
• Establish trusted relationships with assigned major donors and prospective donors through consistent and meaningful outreach. 
• Maintain accurate donor records, engagement plans, and fundraising activities within the CRM. 
• Develop and implement individualized cultivation, solicitation, and stewardship strategies for the assigned donor portfolio. 
• Build a robust pipeline of qualified major gift prospects by identifying and engaging supporters with increased giving potential. 
• Successfully secure new and renewed major gifts in support of annual fundraising goals. 
• Contribute to a culture of donor-centered fundraising by strengthening stewardship practices, donor communications, and major gifts systems. 
• Help advance a growing major gifts program that deepens philanthropic investment from CNPS's statewide community of members, volunteers, and supporters. 

Who You Are

• 6-8 years of progressively responsible fundraising experience. 
• Demonstrated success personally soliciting and closing gifts of $5,000+. 
• Experience building and managing a portfolio of donors and advancing relationships over time through in-person and virtual engagement. 
• Demonstrated ability to collaboratively develop fundraising strategies, manage complex donor relationships, and achieve revenue goals. 

• Excellent written and verbal communication skills with strong attention to detail. 
• Highly organized with the ability to manage multiple donor relationships and priorities simultaneously. 
• Experience using CRM systems to plan, manage, and track donor activities.  

• Self-motivated and able to work independently while staying aligned with team goals. 
• Strong collaborator who can effectively partner with staff and volunteer leaders. 
• Demonstrates sound judgment, discretion, and a high level of professionalism. 

• Bachelor’s degree preferred; relevant experience may be substituted on a year-for-year basis. 

• Certified Fund-Raising Executive (CFRE), fundraising certificate program, or other advanced fundraising training. 
• Experience using artificial intelligence tools to support donor research, strategy development, or cultivation activities. 
• Experience integrating diversity, equity, inclusion, and justice into fundraising practices. 
• Knowledge of, or interest in, California native plants and CNPS’s mission. 

What You'll Get

• Compensation: A starting annual salary between $90,160 and $97,160. Reflecting CNPS's commitment to competitive, fair, and transparent compensation, we publish the full potential starting pay ranges for new hires and do not negotiate hiring bonuses. 
• Performance Based Compensation Increases: Employees may receive up to a 3.8% performance-based annual salary increase. 
• Health Insurance: 100% coverage of employee premiums for health (Kaiser or Anthem), life, dental, and vision insurance. 
• Retirement Plan: 401(k) plan with up to 6% matching contributions, available immediately upon employment. 
• Flexible Spending Accounts: Options for a Flexible Spending Account (FSA), Health Savings Account (HSA), Dependent Care Account (DCA), and Transportation Savings Account (TSA). 
• Paid Leave: 13 holidays, 12 sick/wellness days, and 15 vacation days. 
• Parental Leave: 12 weeks of supplemental, paid parental leave, after one year of employment. 
• Work-from-Home Support: CNPS-issued laptop, a $750 home office stipend, and a $60/month telework stipend. 
• Employee Assistance Program (EAP): Comprehensive support for employees and their families.  
• Professional Development: Annual budget of $500 and 32 hours for professional development opportunities. 
• Team Building: Attendance at semiannual staff team-building events. 
• Community: Complimentary CNPS Society membership. 
• Meaningful Impact: Join a team where your work genuinely supports the planet – cape optional!