Development Manager; Hybrid

Air & Space Forces Association Headquarters, Arlington, VA, US

2 days ago Requisition

Salary Range: $81,600.00 To $91,800.00 Annually

We offer a generous employee benefits package in addition to cash compensation. Our hiring range for this role is $81,600 to $91,800. More experienced candidates are invited to apply and are encouraged to include their salary requirements with their application.

The Development Manager plays a central role in AFA's philanthropic program, driving day-to-day execution of the annual fund and building a new mid-level giving program to deepen donor relationships and grow revenue. Reporting to the Vice President, Philanthropy, this position combines campaign strategy, compelling storytelling, and data-driven decision-making to advance AFA's mission among individual donors. This is an individual contributor role with no supervisory responsibilities.

Applicants are asked to include a cover letter along with a resume.

• Develop and execute the multi-channel annual fund strategy across direct mail, email, website, and social media to generate unrestricted general operating support from individual donors
• Write and edit persuasive fundraising copy that translates AFA's mission into compelling impact stories
• Lead annual fund data strategy by synthesizing Salesforce CRM data, prospect research, and campaign analytics to segment audiences, personalize messaging, and identify upgrade and reactivation opportunities — partnering with IT as needed
• As data quality grows, build and monitor campaign performance reports (response rate, average gift, ROI, retention and upgrade rates) and translate results into actionable recommendations for future appeals
• Partner across departments (Communications, Membership & Field Relations, Programs) to build on the existing AFA member experience and source stories, imagery, and engagement opportunities that inspire greater support
• Manage annual fund vendor relationships and production timelines to ensure on-time, on budget delivery

• Help design and launch AFA's new mid-level giving program, establishing strategy, moves management, and stewardship touchpoints for donors giving $1,000–$9,999 annually
• Serve as the lead frontline fundraiser for this donor segment, conducting outreach and personalized engagement
• Develop a tiered communications and engagement plan (personalized letters, calls, exclusive updates, invitations) that deepens donor connection and encourages increased giving
• Identify and qualify new potential mid-level donors from the existing donor base
• Set and track annual revenue, retention, and upgrade goals for the mid-level program
• Create tailored stewardship materials (impact updates, personalized acknowledgments) that reflect this donor segment's giving level and interests
• Identify donors with additional major-gift and planned-giving potential

• Provide support to the VP, Philanthropy and broader Development team on special campaigns, events, and organization-wide fundraising initiatives as needed
• Participate in team meetings, trainings, and professional development activities that strengthen AFA's overall fundraising program
• Perform other duties as assigned in support of department and organizational goals

• Bachelor's degree in a related field, or equivalent professional experience
• 3–5 years of fundraising experience, with demonstrated success in annual giving, direct response, and/or mid-level or major gifts

• Demonstrated understanding of annual fund and mid-level giving best practices, donor lifecycle management, and moves management principles
• Strong project management skills with the ability to manage multiple campaigns and deadlines simultaneously with high attention to detail
• Experience using Salesforce or other CRM to manage donor data and track performance
• Proficiency with Microsoft Office and email/digital marketing platforms

• Confident, personable communicator able to build authentic relationships with donors by phone, email, and in person
• Excellent writing and editing skills, with the ability to craft compelling, mission-driven donor communications
• Strong critical thinking and analytical skills, with experience interpreting campaign and donor data to guide decision-making
• A proactive and problem-solving mindset, with comfort working both independently and…