Associate Director of Major Gifts

The Old Globe is seeking Associate Director of Major Gifts to join its individual giving team, responsible for securing at least $2 million annually from individual donors giving at the $12,500+ level. The Associate Director will manage a portfolio of approximately 100–120 major gift prospects and donors, including select Board members, and will be accountable for the full major gifts cycle: prospecting, qualification, cultivation, solicitation, stewardship, renewal, and upgrade.

This is a highly proactive, relationship-driven position requiring sophisticated portfolio management, strong prospecting skills, and a demonstrated ability to secure significant philanthropic commitments. The successful candidate will build a robust pipeline, develop individualized strategies for donors and prospects, and personally make and close five- and six-figure asks.

Key Responsibilities include but are not limited to the following:

Major Gifts & Portfolio Management

• Achieve an annual individual major gifts fundraising goal of at least $2 million.
• Manage a portfolio of approximately 100–120 individual prospects and donors capable of making gifts of $12,500 or more.
• Develop and execute strategic, individualized plans for priority prospects and donors, with clear objectives, next steps, and solicitation strategies.
• Maintain a healthy pipeline of qualified prospects sufficient to meet and exceed annual fundraising goals.
• Regularly evaluate portfolio performance and prioritize time and resources toward the highest-value opportunities.

Prospecting & Cultivation

• Proactively identify, research, qualify, and engage new major gift prospects through research, wealth screening, referrals, events, Board connections, and community relationships.
• Build authentic, long-term relationships by understanding donors’ interests, motivations, capacity, and connection to The Old Globe.
• Create meaningful opportunities for prospects and donors to deepen their engagement with the Globe, its artists, programs, and impact.
• Collaborate with colleagues, Board members, artists, and senior leadership to strategically advance donor relationships.

Solicitation & Stewardship

• Personally solicit and close major gifts, including five- and six-figure annual, multi-year, unrestricted, restricted, campaign, and special project commitments.
• Develop compelling, customized proposals and solicitation strategies in partnership with the Director of Philanthropy and organizational leadership.
• Lead or participate in donor meetings and solicitations and effectively navigate questions, objections, and negotiations.
• Develop thoughtful stewardship strategies that demonstrate impact, strengthen relationships, renew support, and inspire increased giving.

Board & Institutional Engagement

• Manage relationships with assigned Board members and Board-affiliated prospects, engaging them strategically as donors, connectors, advocates, and solicitors.
• Partner with the Director of Philanthropy and colleagues across the organization to coordinate major gift strategies and donor engagement.
• Represent The Old Globe at performances, donor events, community events, and other activities that advance donor relationships.

Portfolio & Database Management

• Maintain accurate and timely records of donor interactions, strategies, solicitations, commitments, and next steps in Tessitura.
• Enter contact reports within 48 hours of substantive donor interactions.
• Regularly analyze portfolio activity, pipeline, and revenue against goals and adjust strategies as needed.

Core Competencies

• Results Orientation: Takes ownership of revenue goals and consistently advances prospects and donors toward increased philanthropic investment.
• Prospecting: Proactively builds a pipeline of qualified major gift prospects.
• Strategic Portfolio Management: Focuses time and resources on the highest-value opportunities and maintains disciplined moves management.
• Relationship Building: Develops authentic, trust-based relationships with donors and prospects.
• Solicitation: Is confident and effective in making and closing significant philanthropic asks.
• Collaboration: Works effectively with Board members, senior leadership, artists, and colleagues across the organization.
• Communication & Judgment: Communicates persuasively and exercises discretion when working with high-level donors and confidential information.