Director of Planned Giving

The Director, Individual & Planned Giving leads Client's individual giving strategy, serving as the primary architect of annual giving, major gifts, and planned giving programs that build long-term, sustainable revenue from individual donors. This role requires exceptional, hands‑on experience cultivating relationships with and personally soliciting high‑net‑worth individuals (HNWI), and the successful candidate will bring a demonstrated track record of closing significant gifts directly with high-net‑worth donors, not simply overseeing a team that does so.

The ideal candidate has spent most of their career as an individual gift officer personally closing substantial gifts, and brings 2 to 3 years of experience managing people, having already built a foundation of management skills and now ready to apply that experience to leading and growing Client's individual giving team. Reporting to the Senior Director, Development, this individual is responsible for building, managing, and growing a diversified portfolio of individual donors while directly supervising the Senior Manager, Individual Giving and overseeing the broader individual giving function.

The Director works in close partnership with the Senior Director, Development to expand Client's individual donor base, with a particular focus on building and personally managing a portfolio of high-net-worth prospects and establishing planned giving as a durable, long-term revenue channel. This role requires deep expertise in individual and planned giving fundraising, exceptional skill in cultivating trust with sophisticated, high-capacity donors, and the confidence and polish to make direct, high-dollar asks.

Incumbents typically have significant, hands‑on experience as an individual gift officer along with 2 to 3 years of management experience, and a bachelor’s degree or equivalent. This role may be based remotely, or on a hybrid schedule out of Client's Arlington, VA headquarters for candidates based in the Metro DC area.

• Strategic Leadership — Sets a clear and ambitious vision for individual and planned giving growth; translates organizational priorities into actionable, donor-centered fundraising strategies; aligns the individual giving team around shared goals.
• Revenue Generation — Demonstrated ability to build and manage a substantial individual giving portfolio, including annual giving, major gifts, and planned giving vehicles.
• High-Net-Worth Donor Cultivation & Solicitation — Exceptional, demonstrated skill in identifying, cultivating, and personally soliciting high-net-worth individuals; comfortable navigating sophisticated financial and philanthropic conversations, and confident making direct asks at the five-, six-, and seven-figure level.
• Personnel Management — Directly supervises the Senior Manager, Individual Giving, bringing 2 to 3 years of prior management experience; establishes clear performance expectations; mentors staff; effectively manages direct and indirect reports.
• Donor Stewardship — Builds and maintains long-term, trust-based relationships with individual donors, major gift prospects, and planned giving supporters; models a donor centered approach across the team.
• CRM & Data Fluency — Leverages Salesforce and other tools to manage donor pipeline, track giving performance, and drive accountability across the team.
• Communication — Communicates compellingly with internal and external audiences; represents Client with major donors and planned giving prospects at the highest levels, including in proposal development, donor correspondence, and gift conversations.
• Interpersonal Skills — Demonstrates emotional intelligence in interactions and collaboration with others; listens actively and…