Associate Director of Major Gifts

The Old Globe is seeking Associate Director of Major Gifts to join its individual giving team, responsible for securing at least $2 million annually from individual donors giving at the $12,500+ level. The Associate Director will manage a portfolio of approximately 100–120 major gift prospects and donors, including select Board members, and will be accountable for the full major gifts cycle: prospecting, qualification, cultivation, solicitation, stewardship, renewal, and upgrade.

This is a highly proactive, relationship-driven position requiring sophisticated portfolio management, strong prospecting skills, and a demonstrated ability to secure significant philanthropic commitments. The successful candidate will build a robust pipeline, develop individualized strategies for donors and prospects, and personally make and close five- and six-figure asks.

Key Responsibilities include but are not limited to the following:

Major Gifts & Portfolio Management

- Achieve an annual individual major gifts fundraising goal of at least $2 million.

- Manage a portfolio of approximately 100–120 individual prospects and donors capable of making gifts of $12,500 or more.

- Develop and execute strategic, individualized plans for priority prospects and donors, with clear objectives, next steps, and solicitation strategies.

- Maintain a healthy pipeline of qualified prospects sufficient to meet and exceed annual fundraising goals.

- Regularly evaluate portfolio performance and prioritize time and resources toward the highest-value opportunities.

Prospecting & Cultivation

- Proactively identify, research, qualify, and engage new major gift prospects through research, wealth screening, referrals, events, Board connections, and community relationships.

- Build authentic, long-term relationships by understanding donors interests, motivations, capacity, and connection to The Old Globe.

- Create meaningful opportunities for prospects and donors to deepen their engagement with the Globe, its artists, programs, and impact.

- Collaborate with colleagues, Board members, artists, and senior leadership to strategically advance donor relationships.

Solicitation & Stewardship

- Personally solicit and close major gifts, including five- and six-figure annual, multi-year, unrestricted, restricted, campaign, and special project commitments.

- Develop compelling, customized proposals and solicitation strategies in partnership with the Director of Philanthropy and organizational leadership.

- Lead or participate in donor meetings and solicitations and effectively navigate questions, objections, and negotiations.

- Develop thoughtful stewardship strategies that demonstrate impact, strengthen relationships, renew support, and inspire increased giving.

Board & Institutional Engagement

- Manage relationships with assigned Board members and Board-affiliated prospects, engaging them strategically as donors, connectors, advocates, and solicitors.

- Partner with the Director of Philanthropy and colleagues across the organization to coordinate major gift strategies and donor engagement.

- Represent The Old Globe at performances, donor events, community events, and other activities that advance donor relationships.

Portfolio & Database Management

- Maintain accurate and timely records of donor interactions, strategies, solicitations, commitments, and next steps in Tessitura.

- Enter contact reports within 48 hours of substantive donor interactions.

- Regularly analyze portfolio activity, pipeline, and revenue against goals and adjust strategies as needed.

Core Competencies

- Results Orientation: Takes ownership of revenue goals and consistently advances prospects and donors toward increased philanthropic investment.

- Prospecting: Proactively builds a pipeline of qualified major gift prospects.

- Strategic Portfolio Management: Focuses time and resources on the highest-value opportunities and maintains disciplined moves management.

- Relationship Building: Develops authentic, trust-based relationships with donors and prospects.

- Solicitation: Is confident and effective in making and closing significant philanthropic asks.

- Collaboration: Works effectively with Board members, senior leadership, artists, and colleagues across the organization.

- Communication & Judgment: Communicates persuasively and exercises discretion when working with high-level donors and confidential information.

Qualifications

The successful candidate will have the following skills and abilities:

- Bachelors degree or equivalent professional experience.

- Five or more years of fundraising experience with significant major gifts experience.

- Demonstrated success personally securing five- and six-figure individual gifts and achieving ambitious fundraising goals.

- Proven ability to prospect, qualify, cultivate, solicit, and steward major donors.

- Strong strategic portfolio management and moves management skills.

- Exceptional interpersonal, written, and verbal communication skills.

- Confidence and effectiveness in making significant philanthropic asks.

- Ability to build trusted relationships with high-net-worth individuals, Board members, and senior leadership.

- Strong organizational skills, sound judgment, discretion, and follow-through.

- Experience with donor research, prospect management, and CRM systems; Tessitura experience preferred.

- Passion for the performing arts and commitment to The Old Globes mission and values.

- Flexibility to work occasional evenings and weekends as required for donor meetings, performances, and special events.

- Professional representation of The Old Globe with a friendly demeanor and exceptional discretion.

- Salary range $125,000 - $130,000. This is a full-time position with benefits including 401(k) after first year employment. Must be able to pass applicable background check. Multilingual candidates are strongly encouraged to apply.

The Old Globe is actively committed to fostering a culture of equity, diversity, inclusion, & access in all areas of our operation. By making intentional, actionable steps, we strive to make The Old Globe a place where theatre makers, employees, volunteers, audience members, and community members of all identities and backgrounds belong. The Old Globe welcomes candidates who demonstrate a commitment to these goals. We strongly encourage people with the following identities to apply: BIPOC, LGBTQIA+, people living with disabilities, and those from other historically and presently marginalized groups. Multilingual candidates are also strongly encouraged to apply.