Mar 28, 2018

Director of Individual Giving, Northern California

  • Nature Conservancy
  • San Francisco, CA, USA
Senior Management - Director Environmental

Job Description


San Francisco, California, USA


The Nature Conservancy is the leading conservation organization working to make a positive impact around the world in more than 72 countries, all 50 United States, and your backyard. Founded in 1951, the mission of The Nature Conservancy is to conserve the lands and waters on which all life depends. One of our core values is our commitment to diversity. Therefore, we are committed to a globally diverse and culturally competent workforce.  Visit to learn more.


The Director of Individual Giving, Northern California conceives, designs, and leads effective multi-year strategies and plans for the cultivation and solicitation of individual donors. 


The Director of Individual Giving, Northern California understands and applies complex principles of developing donor strategies and builds strong relationships with new and current donors and prospects. The Director will cultivate donors from annual giving to major or planned gifts. They will be responsible for direct asks to both global and local priorities to meet funding needs. They discuss assets proficiently and listen for opportunities for gifts of assets or other non-cash gifts, such as planned gifts and trade lands. They incorporate blended gifts and gifts of assets in proposals to donors. The Director will maintain an expert understanding of the factors influencing philanthropic giving. They are capable of articulating all global priorities of the Conservancy and working within a campaign at an advanced level. They understand organizational budgets and are proficient utilizing this knowledge to build proposal budgets. They have an advanced knowledge of charitable giving, particularly in the areas of private foundations, operating foundations and Donor Advised Funds; discuss complex charitable options with donors. They will work across chapters and programs and manage a referral network. The Director will staff chapter leadership as a moves manager as appropriate and provide volunteer and/or trustee management. They will be required to use the Conservancy’s donor database.

Develops and implements strategies for the Individual Giving Team’s portfolios while coaching and mentoring staff for success as the organization enters a campaign. The Director will also maintain a personal portfolio of 60 - 75 major and principal gift prospects who are capable of giving at least $500,000 over three years. Works closely with development team and volunteer Trustees and Leadership Council members to determine effective strategies for identified donors and prospects. Provides opportunity for donors to receive recognition and increase future giving opportunity. 

Reports to the CA Chief Development Officer and serves on the philanthropy senior management team. Supervises a team of major gift fundraisers located throughout Northern California. Involves and engages conservation and science staff in the field and staff at the World Office, collaborating closely on strategies interactions, issues or concerns. Understands and complies with all TNC gift-related policies and procedures and ensures ethical compliance, as defined by the Association for Fundraising Professionals.  

  • Decisions may have program-wide impact, affect staff in non-program areas, and bind the organization financially or legally. 
  • Design and lead collaborative, complex, and diversified projects, coordinating the work of other professionals, managing budget, and ensuring accountability.
  • Direct or participate in negotiations for complex, high profile or sensitive agreements.
  • Ensure compliance with TNC policies and procedures and external (donor/legal/IRS) requirements; be alert to ethical compliance issues.
  • Financial responsibility for setting and meeting fundraising objectives, evaluating results, and developing corrective strategies.
  • Maintain confidentiality of frequently sensitive and emotionally charged information.
  • Maximum opportunity to act independently, resolves complex issues within program area.
  • Lead team of fundraisers and administrative staff,
  • Persuasively convey the mission of TNC to diverse groups important to the organization’s overall prosperity.
  • Travel frequently and on short notice, work long hours and weekends as needed.
  • Work environment involves only infrequent exposure to disagreeable elements and minor physical exertion and/or strain.
  • Manage a portfolio of 60 - 75 donors, including donors with the capacity to give over $500,000, once the portfolio is developed. Responsible for 76 - 92 visits annually. Annual fundraising goal of $5,000,000 or more, along with a goal for bequest notifications. Responsible for closing 8-11 gifts of over $100,000 annually. 
  • Work with donors on complex giving vehicles and assets. 
  • Bachelor’s degree and 8 years related experience. 
  • Experience building and maintaining long-term relationships with major donors.
  • Experience in asking for and closing major or planned gifts of $100,000 or more. 
  • Experience in managing and tracking multiple prospects and donors.
  • Experience working with fundraising principles and practices. 
  • Experience, coursework or other training in current and evolving trends in charitable giving, particularly in the areas of capital campaigns, major gifts and planned giving. 


  • Multi-lingual skills and multi-cultural or cross cultural experience appreciated.
  • Ability to design and direct fundraising initiatives, including individualized cultivation, solicitation and recognition strategies.
  • 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.
  • Expert knowledge of complex charitable gift planning.
  • Proven ability to negotiate complex, high profile or sensitive agreements

To apply to position number 46345, submit resume (required) and cover letter separately using the upload buttons. All applications must be submitted in the system prior to 11:59 p.m. Eastern Time on April 15, 2018 .

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The Nature Conservancy is an Equal Opportunity Employer

Our commitment to diversity includes the recognition that our conservation mission is best advanced by the leadership and contributions of men and women of diverse backgrounds, beliefs and culture. Recruiting and mentoring staff to create an inclusive organization that reflects our global character 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.


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