Principal, Institutional Giving

Overview

Ownership Works is seeking a Principal of Institutional Giving to help strengthen our institutional fundraising pipeline and portfolio to support the organization’s continued growth.

This senior individual contributor role will manage a portfolio of independent and corporate foundation funders and prospects, with additional responsibility for collaborating with team members on the development of a corporate sponsorship program for the organization.

Reporting to the Director of Advancement & Partnerships, the Principal will be a lead member of the Advancement team and focus on cultivating and stewarding relationships with high‑leverage corporate and foundation prospects, advancing practice innovation, and expanding the organization’s funding base. The Principal will work closely with colleagues across the organization, including on the Networks & Partnerships team, to maximize relationships with institutional donors and prospects.

This entrepreneurial role will require a senior front‑line fundraiser with deep experience of the institutional funder landscape in New York City and across the country. The ability to manage multiple priorities and relationships will be key to success in this role.

The Principal will be a lead member of a 7‑person Advancement team and will be integral to the team raising $7M+ annually from institutions, focusing on securing and stewarding 6‑ and 7‑figure institutional gifts.

• Effectively manage a portfolio of 30+ independent and corporate foundation funders and prospects, focusing on long‑term relationship building and revenue growth
• Conduct regular 1:1 meetings with funders and prospects as needed (specific KPIs are in development).
• Leverage key relationships on the Board to strengthen applications.
• Lead and co‑develop cultivation strategies for new prospects and current funders for renewal, including preparing senior leadership for high‑stakes meetings and advancing opportunities through to close.
• Demonstrate full grant portfolio leadership, managing a portfolio end‑to‑end, including prospecting, proposal development, reporting, renewals, and stewardship, while maintaining clear systems and meeting multiple deadlines.
• Analyze portfolio performance and pipeline data to identify trends, risks, and growth opportunities.
• Contribute to refining O.W.s institutional funding strategy, including segmentation, positioning, and long‑term pipeline development.
• Identify and execute on the most promising opportunities to grow revenue from institutional partners across foundation and corporate channels.

• Craft well‑written and concise concept notes, grant applications, and reports that are tailored to the institution’s focus areas.

• Working with Advancement and Networks & Partnerships leadership, design and implement a corporate sponsorship strategy.
• In collaboration with the Networks & Partnerships team, secure corporate sponsor ships that support O.W.s programs and priorities.

• Serve as a strategic thought partner to the institutional team lead, Senior Director, Advancement, and broader Management team on institutional giving.
• Operate as a force multiplier for the Advancement team by raising the quality, rigor, and impact of our funder deliverables and relationship management.
• Partner closely with Client Advisory Services, Finance, Data & Impact, Networks & Partnerships, and Mar Comms to align institutional fundraising efforts with team and organizational priorities.
• Provide informal leadership across the Advancement team, raising the bar on fundraising practices, materials, and execution.
• Strengthen internal systems, workflows, and best practices to improve team effectiveness and scalability.

This is a role for someone who can own relationships, close gifts, and shape strategy and who is excited to help build a high‑performing fundraising function in a fast‑growing, mission‑driven organization.

• Bachelor’s degree (required)
• 69+ years of experience working in fundraising, with specific experience…