Associate Director of Development

The Associate Director of Development works closely with development teams in Virginia and Maryland/DC to plan, implement, and coordinate effective multi-year strategies and plans for individual major gift prospects and suspects. This position is based in TNC’s Arlington office and requires in-office work a minimum of three days per week.

The Associate Director of Development is responsible for expanding TNC’s major-gifts pipeline in the Northern Virginia market, with a significant focus on identifying, engaging, and qualifying prospective donors in support of all of TNC’s conservation priorities – both local and global. Working closely with development colleagues, prospect development staff, conservation leaders, trustees, volunteers, and other partners, they will develop and implement strategies to build relationships with individuals who have the interest, capacity, and potential to support TNC at the major-gift level.

The ADoD will conduct a high volume of discovery outreach and meetings; assess philanthropic interests, giving capacity, readiness, and connections to TNC; and determine appropriate next steps for cultivation, solicitation, referral or disqualification. As prospects are qualified, they will manage a developing portfolio and create individualized engagement and solicitation strategies aligned with local and global priorities. They will maintain timely and accurate records in the Conservancy’s donor database, coordinate internal partners, develop proposals and other donor materials as needed, and represent TNC persuasively in the Northern Virginia philanthropic community.

Responsibilities include:

• Lead major-gifts discovery and qualification in Northern Virginia, managing a pool of discovery prospects and building a portfolio of qualified donors.

• Collaborate with the DC-MD team to develop a coordinated market strategy, and partner with prospect development staff to identify and prioritize prospects.

• Conduct proactive outreach and meetings to assess prospects’ interest, capacity, and alignment with TNC; document qualification decisions and next steps in the donor database.

• Engage trustees, volunteers, donors, and staff to open doors, build TNC’s visibility, and strengthen its philanthropic network in Northern Virginia.

• Move qualified prospects into cultivation and solicitation or coordinate their handoff to another fundraiser.

• Act independently and in the supervisor’s stead as needed, exercising sound judgment on decisions that may have program-wide, financial, or legal impact.

• Handle confidential information sensitively and ensure compliance with TNC policies and external donor, legal, and IRS requirements.

• Persuasively represent TNC’s mission and participate in complex, high-profile, or sensitive negotiations as needed.

• Travel regularly throughout Northern Virginia and the greater Washington, D.C., region, including occasional evenings, weekends, long hours, and short-notice travel.

• Work environment involves infrequent exposure to disagreeable elements and minor physical exertion or strain.

• Once the portfolio is developed, manage 60 – 100 donors with the capacity to give $100,000 or more. Responsible for 60 – 100 visits and 180 – 300 moves annually. Annual fundraising goal of $1,000,000 or more, along with a goal for bequest notifications.

• Bachelor’s degree and 6 years related experience or an equivalent combination.

• Experience building and maintaining long-term relationships with fundraising constituents.

• Experience in asking for and closing gifts of $50,000 or more.

• Experience in managing and tracking multiple prospects and donors.

• Experience working with cross-functional teams, preferably in a large non-profit.

• Experience working with fundraising principles and practices.

• Experience, coursework, or other training in current trends in charitable giving in the areas of capital campaigns, major gifts or planned giving.

Desired Qualifications:

• Multi-lingual skills and multi-cultural or cross-cultural experience appreciated.

• Ability to design and manage fundraising plans, including individualized cultivation, solicitation and recognition plans.

• Ability to determine an individual’s interests, capacity and potential for helping the Conservancy meet its goals, and act appropriately to tie those interests with the Conservancy’s work.

• Ability to educate and inform prospective and existing donors about appropriate giving vehicles.

• Demonstrated experience using listening, diplomacy and tact to build strong relationships and motivate donors and volunteers.

• Proven ability to negotiate complex, high profile or sensitive agreements.

• Working knowledge of charitable gift planning.

This position requires a valid driver's license and compliance with TNC’s Auto Safety Program. Employees may not drive Conservancy-owned/leased vehicles, rental cars, or personal vehicles on behalf of the Conservancy if considered "high risk drivers." To learn more about the Auto Safety Program, visit the Auto Safety information page. Employment in this position will be contingent upon completion of a Vehicle Use Agreement, which may include a review of the prospective employee's motor vehicle record.

The starting pay range for a candidate selected for this position is generally within the range of $125,000 – $145,000. This range only applies to candidates whose country of employment is the USA. Where a successful candidate’s actual pay will fall within this range will be based on a variety of factors, including, for example, the candidate's location, qualifications, specific skills, and experience. Please note countries outside the USA would have a different pay range in the local currency based on the local labor market, and not tied to USA pay or ranges. Your geographic location will be confirmed during the recruitment.

Who We Are:

The Nature Conservancy’s mission is to protect the lands and waters upon which all life depends. As a science-based organization, we create innovative, on-the-ground solutions to our world’s toughest challenges so that we can create a world in which people and nature thrive. We’re rooted in our mission and guided by our values, which include respect for all people, communities, and cultures. Whether it’s career development, flexible schedules, or a rewarding mission, there’s many reasons to love life inside TNC. Want a better insight to TNC? Check out our TNC Talent playlist on YouTube   to hear stories from staff or visit  Glassdoor.

One goal is to cultivate an inclusive work environment so that all our colleagues around the globe feel a sense of belonging and that their unique contributions to our mission are valued. In addition to the requirements in our job postings, we recognize that people come with talent and experiences outside of a job and consider each applicant’s unique experience. Please apply – we’d love to hear from you. To quote a popular saying at TNC, “you’ll join for the mission, and stay for the people.”

What We Bring:

Since 1951, TNC has been doing work you can believe in. Through grassroots action, we have grown from a small non-profit into one of the most effective and wide-reaching environmental organizations in the world. Thanks to more than 1 million members, over 400 scientists, and the dedicated efforts of our diverse staff and partners, we impact conservation around the world!

TNC offers a competitive, comprehensive benefits package including health care benefits, flexible spending accounts, a 401(k) plan with an 8% employer match, parental leave, accrued paid time off, life insurance, disability coverage, employee assistance program, other life and work well-being benefits. Learn more about our Benefits and Perks here.

We’re proud to offer a flexible work environment that supports of the health and well-being of the people we employ.

Our recruiting process includes a rolling interview process to ensure we engage applicants in a timely manner. This means we may review applications in the order in which they are received. Once a strong candidate pool is identified, the role will be unposted. The timeline may vary depending on the expressed interest in the role, so we highly encourage candidates to apply as soon as possible.

The Nature Conservancy is an Equal Opportunity Employer. Our commitment to equal employment opportunity includes the recognition that our conservation mission is best advanced by the leadership and contributions of people of all backgrounds, beliefs, and culture. Recruiting and mentoring staff to create an inclusive organization is a priority, and we encourage applicants from all cultures, races, colors, religions, sexes, national or regional origins, ages, disability status, sexual orientation, gender identity, military, protected veteran status or other status protected by law.

The successful applicant must meet the requirements of The Nature Conservancy's background screening process.

Do you have military experience? Visit our U.S. Military Skills Translator to match your military experience with our current job openings!

TNC is committed to offering accommodations for qualified individuals with disabilities and disabled veterans in our job application process. If you need assistance or an accommodation due to a disability, please send a note to [email protected] with Request for Accommodation in the subject line.