Major Gifts Officer

Major Gifts Officer – Institute for the Study of War

The Institute for the Study of War (ISW) seeks a full-time, in‑person Major Gifts Officer who will report to the Director of Development.

As the world continues to witness the devastating impact of armed conflict, the need for objective, real‑time, unbiased analysis has never been greater. When decision‑makers need information—from policymakers to humanitarian aid organizations to military leaders on the ground—time and time again, they turn to the Institute for the Study of War.

ISW has a unique, dual mission: to provide real‑time intelligence to help leaders make informed decisions in conflict zones around the world and to educate the next generation of national security leaders. This work is carried out through the General Jack Keane Center for National Security and the General David H. Petraeus Center for Emerging Leaders.

Reporting to the Director of Development of the Institute for the Study of War (ISW) and serving as an integral member of the ISW team, the Major Gifts Officer (MGO) will initiate, manage, nurture, and enhance relationships with a portfolio of 75‑100 philanthropic prospects capable of making gifts of $25,000 or more from individuals, foundations, and corporations. As a predominantly prospect‑facing member of the ISW team, the MGO will be charged with ensuring effective identification, qualification, cultivation, solicitation, and stewardship of prospects, as well as acquiring new major gift donors and improving the probability of continued and increased support among existing donors.

The MGO will serve as an organizational ambassador and will provide opportunities to match donors’ interests with organizational priorities.

• Managing a portfolio of 75‑100 major gift donors, funders, and prospects and leading the process of prospect identification, qualification, cultivation, solicitation, and stewardship to ensure that ISW’s fundraising goals are met.
• Completing 150 donor visits each year (including in‑person, phone calls, and substantive high‑touch email exchanges), making 30+ solicitations annually.
• Engaging regularly with each qualified major gift prospect, emphasizing one‑to‑one interaction, either in person or virtually, depending upon each donor’s unique preferences.
• Working in conjunction with the Director of Development, other members of the Development Team, and ISW staff to curate individual, tailored prospect engagement strategies in alignment with key ISW initiatives.
• Preparing written strategies to cultivate relationships that lead to solicitation and stewardship of major gifts.
• Developing a tiered prospect management system to facilitate the movement of prospects through the various stages of the gift cycle based on the moves management model.
• Participating in regular prospect management meetings and consistently strategizing with the Director of Development, the President, board members, and fellow ISW staff members.
• Engaging additional ISW representatives, including the Director of Development, the President, Director of Accounting, and other key stakeholders, as natural partners in cultivation and solicitation when appropriate.
• Ensuring timely and appropriate acknowledgement of major gifts.
• Understanding ISW’s various funding needs, as well as the various gift vehicles donors may choose to support them.
• Committing to work toward performance benchmarks set in collaboration with ISW leadership and based upon industry standard best practices for prospect engagement and philanthropic revenue.
• Conducting prospect research to strengthen the prospect pipeline and undertaking regular portfolio review in collaboration with the Director of Development.
• Providing feedback regarding fundraising initiatives and programs based on professional knowledge, as well as insights gleaned from donors and prospects.
• Filling timely reports documenting prospect interactions to ensure seamless moves management.
• Attending key ISW events to interact with donors, funders, and prospects.
• Advocating for ISW and serving as an ambassador for its mission and value proposition.
• Adhering to…